Key Accounts Manager at APM Terminals

We Offer

This position offers career development, exposure to multinational systems and process as well as an outstanding opportunity to join a professional team at APM Terminals and contribute to the success of the organization

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:
o Uncovering needs framework, understanding the buying phases
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