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  • Posted: Jan 26, 2017
    Deadline: Feb 9, 2017
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    APM Terminals is an international container terminal operating company headquartered in The Hague, Netherlands. It is one of the world's largest port and terminal operators as well as providing cargo support and container Inland Services, and is the largest port and terminal operating company in terms of overall geographic scope operating a Global Terminal N...
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    Key Client Manager

    Ref: AT-127508
    Location: Onne, Rivers

    We Offer

    • A wide range of national and international career opportunities
    • Opportunities for professional growth in a dynamic environment.

    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. 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.
    • Track and analyze 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.
    • 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:
    • Uncovering needs framework, understanding the buying phases
    • 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
    • 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.

    Requirements

    • Bachelor/Master’s Degree holder from a reputable organization.
    • 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.

    Method of Application

    Interested and qualified? Go to APM Terminals on jobsearch.maersk.com to apply

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