Global Key Account Manager Industrie (H/F), Roissy

Avec plus de 700 000 employés sur 1,300 sites, et dans plus de 100 pays, le groupe Kuehne + Nagel se positionne comme l'un des leaders mondiaux de la logistique et du transport. Il a su s'assurer de fortes parts de marché sur ses activités de logistique contractuelle, de fret aérien et maritime et de transport terrestre, en se concentrant clairement sur des segments à forte valeur ajoutée, comme les services informatiques intégrés aux solutions logistique

Missions

• Responsible to know the decision and organizational layer of the Strategic Customer and marries KN management with Strategic Customer management.
• Together with sales management and Vertical Owner(s), create and manage the network of sales resources around the given. Strategic Customer(s)
• Strong engagement in cross selling (Air, Sea, Road, CL, IL) and upselling (solution design). Strong organizational capabilities and ability to conduct project with functional management on different countries to capitalize on value creation opportunities.
• Global Account plan jointly developed with the Vertical Owner(s). Set, meet and exceed business revenue goals agreed upon with the Vertical Owner of the strategic customer(s). Act as the single point for the selling of “all” KN services and solutions across all business fields.
• Drive the RFQ response for their assigned Strategic Customer(s), either as the lead or make sure regional support is assigned to drive offered business opportunity. In the case of regional specific requirements or RFQ’s this would be taken up by local KAM assigned to the Strategic Customer, but drive and awareness is funneled through the GKAM).
• Conduct regular review sessions and arrange at a minimum of one “whiteboard sessions”, (global discovery session) with their assigned strategic customer(s)
• Build and maintain strategic relationships with key contacts within customer organizations to understand opportunities for KN.
• Maintain close communication with customer and KN’s operations to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results. Direct operational issues to the correct operational owner.
• Constantly update their own know-how and skills and look for market/vertical information, activities and development.

Profil

• Degree in Business Administration, Trading and Sales,
• Foreign Trade or compatible.
• Master's in Foreign Trade with Specialization in Business Management.
• Over 10 years of experience in Technical trading and sales airfreight, seafreight and contract logistics
• Over 10 years of experience in Management of market line Industry concept
• Knowledge of business segment
• Knowledge of the main stages of the supply chain (international transport, customs clearance, warehousing, distribution)
• Fluent French and English, other European Language desirable