Key Account Manager

General Summary:
The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his/her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM). Acts in that scope as the leading company’s representative towards the customer across all services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan/customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders and conducts key account management activities in accordance with company’s Key Account Program guidelines. Has a strong reach across the company’s network including business units and supportive functional units, expert ability to translate the customers' requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities.
Responsibilities:

• Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling company’s offer portfolio
• Understands the customers organization and decision-making process
• Understands the customers business model and business environment as well as the competitive environment of the customer
• Negotiates rates and service contracts with customers in alignment with the BU’s and ensures all commercial requirements are documented and maintained as needed by the BU’s
• Understand, at an expert level, the vertical service offerings of the company
• Complies with company’s sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system)
• Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting)
• Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager
• Effectively hands over and transitions new business into operations to ensure that customer requirements and company’s commitments are met
• Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery
• Qualifications:Bachelor’s Bachelor's Degree.  
• 5 years of Global Account Sales experience (with Key Account Management experience in Aerospace & Defense).
• Experience with logistics processes and solutions.

Equal Opportunity Employer:Our client is an equal opportunity employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law