Global Key Account Manager (H/F) Pharma, Paris

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

Description de l'offre

The Global Key Account Manager Industrial (GKAM) is the “lead” senior sales position, responsible for a determined number of strategic customers as defined by the Group. This position acts as the lead and coordinator of the synchronized sales campaign for a set number of strategic customers for vertical Market Line Pharma. They accomplish this through the following list of responsibilities and activities.

Vos missions et responsabilités

• 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 functionnal management on different countries to capitalize on value creation opportunities.
• Global Account plan jointly developped 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 “whiteboardsessions”, (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.

Vos compétences

• 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
• Fluent English
• Other European Language desirable.

Skills

• Business Development
• Relationship Building
• Strategic Vision
• Conflict resolution
• Analysis and problem solving
• Action Orientation
• Customer Focus
• Planning and Organizing
• Creativity
• Excellent Presentation Skills
• Flexibility
• Motivating and developing people
• Integrity