Key Client Manager at APM Terminals

• The KCM will develop relationships with senior stakeholders and facilitate the building of effective solutions to help resolve customer logistics pain points.
• This will help to enable revenue growth, retention, and customer satisfaction, to achieve the assigned sales, volume, and financial targets.

KEY RESPONSIBILITIES:

• Consistently meet or surpass assigned volume and revenue targets (weekly, monthly, yearly) and build a substantial Sales pipeline for customers’ portfolio.
• Act as the focal client contact, identify clients’ business strategies and objectives, logistics and transportation needs and buying criteria to develop and articulate value-based solutions to address their needs.
• Develop deep and senior relationships with assigned clients and take every opportunity to probe for business opportunities. Utilize the senior-client contact relationship to open doors and support the account-development process.
• Collaborate with internal stakeholders to provide first-class service to further increase customer satisfaction and loyalty.
• Actively use Salesforce.com and be a role model for Nigeria commercial team.
• Negotiate commercial terms within delegated mandate.
• Fully master and actively use the Value Based Selling methodology.
• Track and analyse market development to identify gaps and potential new clients.
• Study and leverage internal and external financial data to build winning strategies.
• Communicate closely and proactively with management, provide strong support to all development initiatives, policies, processes, and guidelines.
• Position APM Terminals as the preferred terminal with clients.
• Keep abreast of market developments and report relevant as necessary
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
• Use Market Mapping to identify total potential volume for the customer
• Uncover needs framework, understanding the buying phases
• Build strong customer specific value propositions linking APM Terminals differentiators to customer’s pains/needs
• Prepare for Sales meetings with clear agenda and desired outcomes in salesforce.com
• Support commercial and customer services teams in improving overall customer satisfaction scores
• Assisting commercial and customer services team in developing effective sales and commercial collateral, including customer onboarding materials.

CRITICAL KNOWLEDGE AND EXPERIENCE

• Bachelor/master’s degree holder from a reputable institution.
• Fluent spoken and written English
• Minimum 7 years’ relevant sales experience with 3 years’ proven track record in major client management (Business to Business)
• Excellent commercial acumen
• Passionate, strong initiative, self-driven with commitment to succeed.
• Salesforce.com certification
• Value Based Selling certification
• Relevant experience in Maritime/transportation/Logistics Industry is a plus