Key Account Manager at DB Schenker

Introduction

• A Key Account Manager at DB Schenker plays a critical role in managing and nurturing key client relationships to drive business growth and ensure customer satisfaction

Responsibilities

Client Relationship Management:

• Build and maintain strong relationships with key clients
• Understand the clients' business objectives and logistics requirements
• Act as a trusted advisor to clients, offering solutions to optimize their supply chain

Account Growth:

• Develop and execute account strategies to grow revenue and profitability of portfolio including target setting and achievement of such targets
• Identify opportunities for upselling and cross-selling DB Schenker's services
• Negotiate contracts and pricing agreements with clients

Pipeline Management:

• Build a robust growth and development pipeline by identifying and engaging potential opportunities in KAM portfolio
• Manage and lead RFQ’s and tenders.

Collaboration with Internal Teams:

• Coordinate with various internal departments, including operations, sales, and customer service, to ensure client needs are met
• Provide guidance and support to operational teams to ensure service quality

Key Performance Management:

• Develop, implement and present KPI’s on a regular basis to ensure service levels are met and exceeded
• Address issues or concerns promptly and effectively
• Identify opportunities for continuous improvement and implement accordingly

Market Analysis:

• Stay informed about industry trends, market conditions, and competitors
• Collect, analyse, and communicate customer, market and competitor information
• Provide insights and recommendations to clients based on market intelligence

Reporting:

• Prepare regular reports and presentations for clients and internal stakeholders
• Track and report on account performance and progress toward goals

Qualifications

• At least 10 years experience in direct sales of which at least 5 years should be managing Key Accounts
• Degree or Diploma advantageous
• Relevant technical and industry experience
• Creation of market and competitor analysis in alignment with business intelligence / strategy team
• Work off pre-set target customer list
• Creation of activity reports within the CRM system
• Maintain customer data in the CRM system
• Conduct customer calls
• Calculations, creation and coordination of offers
• Creation of yearly sales planning for own customer portfolio
• Customer orientated
• Ability to grow current business
• Internal cross functional partnership
• Maintainance of current clients
• Business Acumen
• Build value based relationships
• Personal influence, impact & disposition
• Drive and deliver results
• Good communication skills on all levels
• Organisational skills 
• Problem solving skills
• Presentation Skills