International Key Account Manager

Bonus, commission, car, phone & Lap
09 Nov 2016
03 Dec 2016
Contract Type
Full Time
International Key Account Manager - Can be home based

Job Overview

The Key Account Manager is responsible for managing our customer's key accounts, building & maintaining a long term relationship with customers, and maximising potential new revenue streams.
This is an important senior role within the business, predominantly responsible for the management and maintenance of the relationships with our International Mail customers, managing a portfolio of approximately 20-25 accounts. Acting as the central contact for clients, field based teams and Operations.

The role will be part of the Sales and Business Development function with line reporting to the Head of International and will be subject to growth and development targets as agreed.

Duties and Responsibilities
Involvement in all relevant account review and new business meetings and hold responsibility for the effective on-boarding of new clients
Focusing on growing and developing existing clients, together with generating new business and cross sales
Liaise closely with Finance colleagues to ensure acceptable customer pricing matrices which provide the necessary returns for the business and work closely with sales colleagues
Develop and create business plans for all current and opportunity accounts within portfolio
Act as the key interface between the customer, Operations, and Finance departments positioning the role internally and externally as the `key contact' to ensure excellent customer service and development of the customer relationship
Attend client and operational meetings and conference calls as appropriate
Provide input and support for the forecasting process
Manage and control the individual Customer tariffs and respond to quotation requests immediately to support securing the business
Attendance at monthly Sales Meetings and prepared to share monthly performance and activities supporting the commercial plan as required
Effective use of Secured Mail 'Sales force' database
Weekly calls with team and line manager

Personal Attributes
The role requires a person with knowledge and experience of the postal and logistics market place. International post and parcel industry experience is preferred.
When required, the individual will need to be `hands-on' to proactively manage and service operational issues, with the ability to work with other departments to `get things done'.
The Individual will need to be decisive and persuasive and have the necessary client facing gravitas to reflect the company in the best possible light with customers even when things have gone wrong.
This individual will need to understand the issues and barriers and convert the `theoretical' ideas and issues into measurable actions which everyone understands and ensure the actions are deployed and supported by all. Hence a persuasive and knowledgeable communicator will be essential in this role.
An ability to 'get under the skin' of an account is required to understand client requirements in details and identify opportunities for future growth and development of the account in line with Secured Mail and the wider Delivery Groups service offering.
Essential Requirements
A Commercial grounding and understanding of the full cost to process services.

Good relationship builder and communicator across multiple functions, for example operations and client services.
Effective stakeholder engagement and management
Concise communication techniques to deliver the correct information to all levels of the business
Previous experience in Account Management or Sales with knowledge and preferably experience of the post and parcel sector both domestically and overseas

Strong account management and relationship building skills
Experience of managing large accounts
Highly self-motivated and target driven
PC literate with the ability to quickly pick up and understand the technical platforms and processes used by the business
An eye for developing the commercial proposition into measurable actions and activities, a persuasive negotiator with a flair for identifying the growth opportunities, selling and cross selling into prospective and existing clients are all essential attributes for the role

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