Key Client Manager - NLGWV03 - The Hague - De Kroon

Key Client Manager, based in Europe, responsible for CMA/MSC (and likely ZIM)

Are you ready to embark on an exciting career journey in the dynamic world of terminal operations? APM Terminals is a global leader in port and terminal management. As part of the A.P. Moller-Maersk Group, we're dedicated to delivering excellence in container handling, logistics solutions, and maritime services across the globe.

 

At APM Terminals, we pride ourselves on fostering a culture of innovation, collaboration, and operational excellence. With a presence in over 70 countries and a commitment to sustainability, we offer unparalleled opportunities for growth and development in a diverse and inclusive environment.

 

Join us as we continue to shape the future of global trade and make a meaningful impact on communities worldwide. Discover your potential with APM Terminals and become part of a team that's redefining the industry standards. Apply now and let's build a brighter future together!

We are looking for a Key Client Manager to join our Global Team, based in The Hague, Netherlands. You will be part of the key team responsible for developing, managing and driving the commercial agenda and revenue line for specific customer accounts in close collaboration with the Regional and Terminal Commercial teams.

We offer

By joining APM Terminals, you will join the AP Moller-Maersk Group and can expect:

• A truly international working environment with a wide range of international career opportunities

• Working for a company that value the diversity of our talent and will always strive to recruit the best person for the job – we value diversity in all its forms, including but not limited to: gender, age, nationality, race, sexual orientation, disability or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high performing teams.

• A large focus in our operations on reducing emissions and being net zero in 2040.

• An open and engaging working environment

• Opportunities for personal and professional growth in a dynamic environment 

Key responsibilities

As a Key Client Manager, you will play a pivotal role in shaping APMT’s long-term commercial relationships and growth with carrier customers who are mainly headquartered in the European, and be accountable for delivering on the short and long-term performance metrics of the specific customer accounts.

You are the Global Ambassador championing business growth externally with the customers across APMT’s global portfolio, while being the Voice of the Customer, creating awareness and advocacy for the carrier customers’ needs internally.

Your main responsibilities include, but not limited to:

• Developing and managing the overall global relationships with key carrier customers (Key Clients), including assisting the activation and enablement of the executive leadership engagement plan for APMT’s senior stakeholders (CEO, CCO, Region Managing Directors, Terminal Managing Directors, Terminal Chief Commercial Officers etc.) with the customers’ organization in order to promote appropriate relationship building and value creation across APMT’s global portfolio of terminals.

• Identify and develop headquarter relationships widely across disciplines (trade, marketing, network, sales, operations, procurement, etc).   

• Develop and own the Global Terminal Partnering agenda with each assigned Carrier account. This may include Port Hours Saved initiatives, waste identification and removal, decarbonization targets, product development aspirations, and network enablement across multiple markets.  

• Provide strategic views of customer deals across geographies and provide recommendations on negotiation strategy, stakeholder management, and how to maximize customer values for APMT.

• Co-create and advance the global customer strategies and global customer value propositions for customers, which you build with input and guidance from the global commercial team. 

• Drive global, regional and local sales engagement plans for the customers with KCM peers, regional commercial leads and terminal CCOs to ensure effective two-way communication flows and effective problem solving for the customers’ needs

• Support the regions and terminals in successful execution of KC strategies, ensuring proposition, outcomes and experience sold is delivered

• Develop a deep understanding of the markets, commercial trends and competition, an intimate knowledge and insights of customers under your scope, including but not limited to demand, supply, macro environment, market trends, customers’ needs and ambitions, and translate them into growth opportunities for APMT

• Develop a personal network within the business sector, obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.

• Be a member of the cross-functional ‘deal teams’ formed whenever there is a (re)negotiate of a large customer’s contracts.

• Actively develop, through training and application, the global Lean agenda and stimulate the usage of Lean tools and processes across Key Client Management team and regions/terminals to improve customer experience and satisfaction for the customers.

We’re looking for

• A transport and logistics enthusiast with a strong commercial mindset and strategic acumen, combined with more than 10 years of industry experience in a commercial role

• Preferably strong understanding of the shipping and terminal market

• Fluency in French is preferred

• Ability to communicate effectively, tailoring communication style to content and audience, including both internal and external.

• Proven track record of building trusted customer relationships and delivering customer-centric solutions.

• A strong communicator and have strong persuasive skills, with track record of negotiating contracts

• A strong collaborator and stakeholder manager, ability to thrive in a global matrix organization, adeptly connecting opportunities and navigating across functions and geographies, and building relationships at all levels.

• Someone with demonstratable experience in keeping customers and their pains in mind in everything you do

• Keen and curious personality, with a strong set of analytical and data skills

• Ability to simplify complex situations by converting the relevant information into compelling commercial storylines.

• Resilient and performance driven, ability to persist in what you do, and adapt to new situations and challenges quickly.

• Ability to travel regularly to meet with customers and support the teams for understanding the market and customers.

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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. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements.

 

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