Key Account Manager

Key Account Manager

Midlands

£35,000 – £40,000

FP/11559/PW

An exciting KEY ACCOUNT MANAGER opportunity has arisen to work for one of the UK’s leading B to B and B to C Express Parcel carriers. The KEY ACCOUNT MANAGER role is to proactively retain and develop profitable existing business relationships within a defined portfolio of existing Key Clients and grow sales revenue, volumes and profits in line with Company sales plan and strategic objectives.

The Key Account Management role will primarily manage around 10 – 15 key customer accounts worth approx 5 million. All the accounts will be based in the WEST MIDALDS covering the areas such as Coventry, Birmingham, Wolverhampton, Dudley, Telford and Stoke. The successful individual will need to live in one of these areas and carries a development target of £350,000 UK Domestic and £100,000 International.

Accountabilities:
– Work with the Key Accounts Director to develop and implement a clearly defined annual sales plan for the Key Accounts segment in line with Company sales plan and strategic objectives.
– Implementation of consistent standards Account management through the development of effective annual Account Plans that deliver (1) clearly mapped contact strategy, (2) understanding and interpretation of Client needs and business drivers, (3) agreed targets and KPIs for business growth and cost efficiency and (4) trade marketing plan.
– Plan and manage sales activity in a productive and efficient manner in line with performance metrics as directed, and maintain a structured call cycle that meets clients’ requirements.
– Actively and successfully manage the sales process through the sales pipeline from prospect opportunity through to contract and on-boarding.
– Ensuring and overseeing the smooth handover of new Clients from the Business Development team into the Key Accounts portfolio.
– Work collaboratively with the appropriate Operations teams to ensure seamless on-boarding of new business and sustainable service delivery and operational efficiencies in line with Client SLAs.
– Manage and control pricing in line with authorised process.
– Direct the team in the negotiation of contracts, rebate payments, price increases and promotional sales campaigns.
– Work with marketing to develop effective e-commerce solutions to improve business transactions and communications with Clients and to maximise return on web sales campaigns.
– Manage sales processes through the team to ensure 100% compliance of all activities with the core CRM system and ensuring timely performance reporting and sales forecasting.
– Develop and promote personal profile within the industry to become recognised as a product champion and promote the interests of interests of the Company with key influencer groups.
– Work collaboratively with other departments to develop solutions and implementations for clients and to drive innovation to develop differentiated new products and services.
– Manage personal development through participation in professional and skills training in collaboration with the Key Account Director.
– To communicate seamlessly across all business functions to ensure effective team working and promotion of the concept of One Sales Team.

Skills and Experience:
• A proven and developing account manager with an understanding of current account management programmes and principles
• A very good understanding of the B2B and B2C express UK parcel market
• A very good understanding of the multi-channel retailer model
• Excellent understanding of the e-commerce market dynamic
• Proven ability in dealing with and presenting to senior members of large organisations
• Experience of working within a highly competitive and pressurised operating environment
• Excellent I.T skills, experience in working with Word / Excel and Power Point
• Excellent verbal and written communication skills

Key Dimensions:

Communication
• Ability to communicate at all levels
• Ability to talk with confidence and authority on the company
• Ability to secure a thorough understanding of client requirements and identify where the company can add value
• Confident in managing questions and customer expectations
• Ability to sell against all competitors through robust and contemporary knowledge of market dynamics

Leadership
• Ability to lead, develop and motivate a team of Key Account Managers
• Ability to effectively manage all key internal stakeholder relationships
• Ability to drive new thinking by articulating benefits of cultural change into collections and deliveries
• Always set the highest of professional standards and lead by example within defined region

Influence & Persuasion
• Can articulate a robust case for commercial flexibility
• Can influence both internal and external customers
• Highly effective negotiator
• Ability to demonstrate promptness and assertiveness when faced with logistical challenges

Commercial & Financial Awareness
• Holds a through understanding of the key components of the cost model and commercial propositions
• Holds a thorough understanding of the need to sell a balanced portfolio mix of B2B, B2C and International services, achieving targets by product stream
• Holds a thorough understanding of client implications of each commercial proposition presented
• Possess accurate and contemporary data on competitor commercial propositions
• Provide weekly accurate and contemporary forecasting data to the business

We regret that due to volume, only shortlisted applicants will be contacted. If you do not hear from us within 2 weeks we wish you the best of luck in the future

To apply please use the ‘Apply’ link within this advert and your CV will be forwarded to a Freight Personnel consultant automatically.