I. Customer & Sales Related Functions:
• Develop new customer and retails accounts;
• Maintain and develop existing customers/key accounts;
• Respond to Tenders and RFQs in coordination with Tender Management NCN;
• Assist and support local and overseas sales organization (staff);
• Frequent sales calls;
• Visit major customers;
• Ultimate problem solver for customers/overseas partners/local offices;
• Plan, launch and execute sales campaigns on the retail sector/ industry in coordination with sales departments (local and overseas);
• Attend industry related fairs to attain market knowledge and information;
• Overseas visits whenever needed to understand operational processed, new implementations & joint sales calls to potential customers;
II. Key Account Manager Functions:
• Organization
Propose specific policies, standards, remunerations and instructions (SOPs) in all aspects of cooperation with our overseas
Partners/retails sector/industry and communicate it with all parties involved;
Lead and organize local retails sector/industry staff and support them whenever needed
• Pricing & Buying
Determine pricing levels for tenders and key accounts and general business;
Actively involve/negotiate with core carriers & overseas partners (if needed);
• Statistics
Performance statistics: provide monthly performance overview to Head of Sales;
Market statistics:
Provide market data, update & communicate regularly to overseas partners & local offices;
Identify trends/niches which can help the company to grow further in the retail sector/industry
• Market Knowledge and Strategy
Develop concepts & strategies with the goal of increased cargo & financial results on the retail sector/industry;
Transfer know-how & market information to overseas partners & our local staff;
Educate and motivate overseas partners and local sales staff to sell the retail sector/industry;
Set and implement the strategy and goals to grow the retail sector/industry;
Communicate the strategy and goals to all parties involved (overseas & local);
Keep on top of market changes, new companies, potential business;
Keep on top of government regulations, indentify future, new markets
• Products & Services
Plan, develop and implement attractive products & services for the retail sector/industry together with our product managements (all units) and operational units;
Actively promote the products & services to customers, our overseas partners and our local staff (sales and operation);
• Budgeting
Create a yearly budget for the retail sector/indistry in terms of expected GP, shipment volumes (shipments, tonnage, cbms, TEUs) by all available modes (AIR, SEA, LOGISTICS);
Create a yearly target customer budget for key-accounts to be developed and maintained.
• Coordination & Administration
Support local offices/staff and overseas partners with all mutual business interests and assist to find solutions to arising problems (being the ultimate problem solver);
Constantly optimize products, services, operations and sales efficiency;
Be the main product for all aspects concerning the retail sector/industry;
Oversee accounting issues with key accounts
III. Reporting
• Retail Account Management Report: Monthly key account management report analyzing the overall situation, development, budget vs. achieved, targets and the future
• Retail Account Profiles (Customer List): Monthly updates of the retail Key Account Profiles (as per report template)
• Under any circumstances, to give a quality image of her belonging to the DACHSER GROUP Enthusiasm, Professionalism, Straightforwardness;
• Any others additional task and duties required by the direct superior
