Key Accounts Manager at APM Terminals

Key Responsibilities

• 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 and wants.
• Develop deep and senior relationships with assigned clients and take every opportunity to probe for business opportunities. Utilise 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.
• Track and analyse market development.
• 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.
• Create and manage specific customer plans allowing APM Terminals to maximize its yield potential
• Negotiate commercial terms within delegated mandate
• 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
• Qualify customer opportunities using:

1. o Uncovering needs framework, understanding the buying phases
2. o Using and understanding the Value Selling methodology

• Build strong customer specific value propositions linking APM Terminals differentiators to customer’s pains/needs
• Actively use APM Terminals CRM tool
• Prepare for Sales meetings with clear agenda and desired outcomes in the CRM tool

Who we are looking for

• Bachelor/Master’s degree holder from a reputable organisation.
• Fluent spoken and written English
• Minimum 7 years’ relevant sales experience with 3 years’ proven track record in major client management ( Business to Business)
• Relevant experience in Maritime/transportation/Logistics Industry
• Strong interpersonal, teamwork and communication skills.
• Highly analytical with proven negotiation skills.
• Excellent commercial acumen.
• Passionate, strong initiative, self-driven with commitment to succeed