Overall responsible for all designated ONE Key Account Customers with a presence in the Middle East region (active and non-active). Participate in tender / NAC projects.
- Ensure all ONEs targets and goals are met (CGM TEU and CM).
- Develop & establish close relationships with all Key Account customers through regular meetings, communications, and monthly interactions as per ONE's KPI & guidelines.
- Devise Customer Strategy and Account Plan for KAs and regularly review and optimize the same.
- Monitor post-contract onboarding and post-tender review.
- Ensure ONE FORCE (CRM) is regularly used and updated.
- Be perceptive of the Key customer’s needs and extend end to end service.
- Maintain a positive sales culture.
- Lead, guide, and motivate the team towards excellence.
- Set realistic goals & implement strategies and capitalize on the team’s strength to achieve the same.
- Accountable for fulfilment of contractual obligations.
- Oversee the formulation of strategic insights on KAs, based on customer-level attributes in a standardized key account management framework.
- Communicate issues if any to the management and stakeholders for timely resolution and achieving business goals effectively.
1. Team management -
- Assign and delegate the functional responsibilities, provide direction and vision.
- Empower and motivate the entire team to achieve the functional goals.
- Equip the team members with hands on expertise to perform cross functional activities.
- Devise strategies, communicate and provide guidance to the team.
- Create an inspiring team environment with an open communication culture.
2. Manage & responsible for overall KEY account Customers –
- Develop, establish and maintain relationships with all Key Accounts in the entire Middle East. As a Team lead, you are required to connect with the respective customers at a Senior Level as well as manage a small share of customers individually depending on the workload of the Team.
- Follow ONE's directions in developing regional (RKA) and local key account (LKA) segment.
- Setting the goal and strategy for business development, Responsible for Planning & Tender Execution.
- Monitoring post-contract onboarding and post-tender review.
- Maintain excellent quality in our Service execution for the entire process including booking, doentation, invoicing and payments for Import, Export & Cross trade.
- Handle escalations for KEY accounts.
3. Setting the goal and strategy for business development –
- Identify new potential biz within KEY account segment as per ONE's direction.
- Identify the areas of process improvement and enhancement.
Strong knowledge of shipping applications, Shipping busine knowledge, Leadership and people management skills, Strong analytical and negotiating skills.
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