| Job Purpose |
Responsible for the effective sales management and key customer development of the specifically designated Global Key Accounts within a Region. This role is required to implement global strategies and facilitate inter regional key customer coordination. Additionally this role has a dotted line responsibility to the Regional Area Management teams to ensure relevant support is provided to local sales and account managers to deliver their Revenue/Turnover targets always considering the network benefits gained from two way deal/route trade-off discussions and agreements.
|
| Responsibilities |
Job Dimensions
- Responsible for revenue budget of up to $ 60m.
- Responsible for all key customers regional office relationships (10 key accounts) and regular interface with Head office management.
- Responsible for regional cost budget relating to relevant incentives and marketing costs
- Reporting Staff: none
- Influences and collaborates with the cargo management internally & externally for Commercial and International Customer Service roles across the network.
Principal Accountabilities
- Sales management & commercial development of the designated Global Key Accounts to achieve agreed revenue/turnover targets
- Responsibility for key customers headquartered across the Etihad Cargo network within a Region.
- Regional management/implementation of the Etihad Carg Global Key Account strategy and the overall commercial plan.
- Participate in setting up/fine tuning the Global incentives.
- Implement a structure and process that ensures that the head office negotiated incentive deals are effectively communicated to leverage business.
- Increase the breadth and depth of our key account relationships through regular contact and reviews at all influential levels within our customers organisations
- Develop a tripartite understanding of our customers’ key clients and their major industry flows eg perishables, pharmaceuticals, electronics, automotive
- Identify global/regional/area network opportunities for network deals and route trade-offs
- Define and implement key ‘segment’ development to enable Etihad Cargo to work closer with key industry groups.
- Develop full year marketing plans including set up & lead of Senior Global Key Account specific Customer Event & Business Exchanges. Ensure Etihad Cargo profile at Key Account key internal meetings
- Work with Customer Services to develop specific Global Account support
- Define & initiate central information by Key Account via Management Information System, WACD, industry publications
|
| Requirements | Skills
- Strong customer champion and high service ethos.
- Skilled negotiator.
- Action orientated, drives pace, challenges appropriately to maintain momentum within tight timescales
- Proven ability to work under pressure and manage complex and often unique issues creating relevant clarity in areas of ambiguity
- Outstanding communication, influencing & presentation skills
- Strong interpersonal skills to develop relationships at senior management levels
- Highly motivated & results driven
Experience
- Proven track record of sales/customer management at a Regional level in the Cargo and Logistics industry
- Experience of working across a geographically large and diverse area.
- Experience of working within a fast-moving, changeable environment where responding to customers needs is essential.
- Proven experience in matrix management and the ability to form meaningful cross functional relationships.
- Has stature, credibility and respect at all levels in the business.
- Previous experience working across various cultures and environments.
- A track record of delivering as part of a Global key account team.
Expertise
- Commercial and competitive awareness.
- Knowledge of Etihad Cargo products and services.
- Understanding of selling concepts and practices (training will be provided)
- Relationship building with external parties.
- Matrix management.
|
| |
| |
|
Click here to apply for this job
Post a Comment