Key Client Manager at APM Terminals

Ref: AT-139686
Location: Onne

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
Who we are looking for:

• 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)
• 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.

We Offer
A wide range of national and international career opportunities for professional growth in a dynamic environment