Local Client Manager - Automotive (JL4) - VNHAN02 - Hanoi - Maersk Vietnam, Capital Place

Purpose / Summary:

The Key Client Manager is responsible for building and maintaining the strategic partnership with Key Clients to position Maersk as the preferred logistics partner. Key Client Manager will maximize Maersk’s business result through a combination of world class account management, business development, and consultative selling.

In this position you will develop relationships with senior stakeholders throughout the customer’s regional organization and facilitate the building of effective solutions to help resolve customer logistics pain points. This will help to enable revenue growth, retention, and customer satisfaction, in order to achieve the assigned sales, volume and financial targets.

Key Responsibilities:

• Account Development Strategy and planning
• Develop, manage and execute a global account plan encompassing all Maersk products in accordance with the strategic plan of the customer, including acquisition of new business, maintenance of existing business and improving profitability
• In conjunction with the relevant product teams & other customer support teams such as; Customer Solutions, Opportunity Management, Solution Design, Supply Chain Development & Customer Experience, help define and build global end to end solutions to address customer pain points and aligned with the customers logistics strategy
• Develop and drive a global account engagement strategy, including the virtual network of local Client Managers in multiple geographies, and ensure there is an appropriate level of involvement from the Executive sponsor
• Responsible for overall Global Customer Satisfaction
• In conjunction with the Key Client Director & Client Program Director, connect the global Maersk team across functions, products and Areas to help drive the overall customer experience and operational service delivery ensuring a Customer Centric mindset
• Pre and Post Sales Responsibilities
• Accountable for the result delivery derived from sales activities within the customer portfolio through the identification, qualifying, consulting, developing value propositions and selling large scale and complex supply chain solutions
• Accountable for ensuring that customers meet committed contracted levels of volume and business profile, and for proactively addressing shortfalls in commitment, with ensuing renegotiations as necessary
• Accountable for identifying and sharing customer strategies that may provide a platform for future Maersk product development and enhancement, with internal product development stakeholders
• Incorporate members of the global sales team / local Client Managers from other geographies into the global account plan and translate annualised budgets into monthly and quarterly targets to enable the global delivery of the customer
• In conjunction with the Key Client Director & Client Program Director, lead regular operational review meetings such as “Quarterly Business Reviews” with a continuous improvement mindset to ensure that all agreed operational measures are being delivered in line with the contracted customer KPIs and performance metrics
• In conjunction with the relevant Customer Experience teams such as Implementation and Program Management, ensure successful business onboarding and compliance throughout the contracting period
• Adhere to company processes and procedures, and utilizes Sales tools and methodology to document customer interaction, needs, and business projections
• In conjunction with the relevant Customer Experience and Finance colleagues, collaborate to ensure that relevant financial measures such as overdues and DSO are effectively managed and act as an escalation point if this is not the case

Who are we looking for:

• 5 - 10 years of experience working as a Sales Representative, Account Manager in logistics etc. with proven track record of targeting, pursuing and winning new business opportunities, through both personal and collaborative selling efforts, in tendered and non tendered environments
• Specialised knowledge of the relevant Vertical Industry including global logistics management processes, trade, regulatory, statutory and security compliance requirements as well as technological solutions relative to the vertical
• Able to build a deep understanding of target customers’ strategic intent and current market position and thereby identify opportunities for strategic partnership
• Excellent communication, networking, interpersonal and influencing skills to communicate at all levels. Ability to operate effectively in a matrix environment, and create networks across diverse technical, cultural, and language groups
• Sales Acumen
• A seasoned sales professional with a proven track record of targeting, pursuing and winning large scale opportunities - selling to Senior Management level
• Ability to engage executive leadership at key points in the sales process during which their involvement provides additional support
• Commercial Principles
• Strong financial acumen with the ability to understand a customer’s financial landscape enabling the development of solutions to help deliver value to the customer
• Ability to evaluate the implication of world trade (e.g. government policies) that may impact the customer's financials and develop solutions to leverage or mitigate
• Business Development
• Ability to develop structured questions, to gain information that helps to understand the customer's direction, ambition, goals, and challenges
• Experienced in composing quantifiable and measurable customer centric value-based proposals, maximizing Maersk's suite of products and supporting colleagues with input on how to create compelling solutions
• Ability to review and refine strategic plans and discuss strategic topics with the customer regularly as a consultative resource and trusted partner. Well versed in strategy development and formulation of strategic steps
• Customer, Market and Product Knowledge
• Developed IT Skills that includes a comprehensive understanding of IT requirements from a client interfacing perspective
• Experience in developing and implementing solutions that integrate products and services and go beyond the sale of a single point solution. Achieves results through effective project proposals, negotiations, and contracts.
• Strong product understanding including how Maersk through the building of solutions can help to solve different customer pain points
• Good written and verbal communication skills and the ability to communicate effectively in a diverse multicultural environment. English is the principal language. However, the position also requires proficiency in languages as necessary to be effective in the company culture and geography of the assigned customers.

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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