Key Account Manager - Remote
APL Logistics Americas

JOB DESCRIPTION

Overview:

This role drives the strategic engagement between assigned customers and APLL, driving the growth/expansion of relevant APLL solutions, existing, or newly developed in partnership with your key customer. It is to drive the strategy and storylines associated with new business opportunities, owning the responses to RFP/RFQ activities, engaging with the global account team to ensure the most effective and competitive responses for new opportunities. This role creates, owns and drives the strategic roadmap for assigned customers, serving as the Global customer ambassador, conduit into the APLL organization, connecting customer needs to existing capabilities, while also engaging proper SME's to drive the development of future solutions. This role ensures that APLL continues to generate and deliver value to your customer, ensuring that the role that APLL plays within the success of the customer program is always understood and recognized by the defined customer base.

RESPONSIBILITIES

Responsibilities:

Key Account Management and Business Development

• Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
• Responsible for the management, growth, and revenue retention of global account portfolios with combined revenue generation of more than USD $10 million/year. Strives to achieve continuous revenue / contribution margin (CM) growth.
• Mobilize internal stakeholders around value creation opportunities and to work closely in leading cross-functional teams to develop creative solutions to meet customer needs.
• Own and drive the development and execution of the Strategic Roadmap for defined accounts.
• Actively engage with the global account team to drive efficiencies, develop new ideas/initiatives, in support of on-going account development goals and objectives.
• Partner with BD to land a new logo, partner with peers to help drive a new business opportunity, contribute to/drive new product development in partnership with product team.

Customer Success and Relationship Management

• Manage key client and customer relationships, to ensure their ongoing satisfaction and loyalty.
• Ensure revenue leakage is held at < 2% for managed accounts.
• Proactively identifies new opportunities, increasing the footprint of business and solutions with assigned customer(s), ensuring an attractive and sizeable pipeline and high closing ratio.
• Regularly conducts structured review sessions, aligning with customers strategic objectives and priorities, adjusting APLL's value proposition accordingly, offering continuous improvement and innovation.
• Orchestrate regional resources to ensure customer engagement and approach is aligned, and focused upon strengthening and deepening our relationship and partnership within key initiatives.
• Orchestrate and drive engagement of APLL and customer senior leadership, to ensure that strong relationships are developed/nurtured at multiple levels of the customer and APLL organization.
• Escalate when customer initiatives look to be hitting roadblocks and if additional resources are needed to deliver requirements of defined program.
• Competently connects virtual account teams, ensuring true global customer representation, collaborating with related Key Account Manager networks globally and exchanging best practices and sales leads.

Customer Needs Clarification

• Obtain a strong understanding of owned customer key priorities/objectives over a multi-year time horizon, ensuring complete understanding and awareness by the broader account team and global key stakeholders within APLL.
• Ensure that any potential risks related to the customer program are raised expeditiously so they can be dealt with swiftly, whether related to delinquent payments, impactful service issues, etc.
• Consult with a range of customer representatives at different levels to identify the outcomes clients require, utilizing expertise to gather and analyze complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements.
• Drive the strategy and storylines associated with new business opportunities. Own the responses to RFP/RFQ activities; engage with the global account team to ensure the most effective and competitive responses for new opportunities.

Develop Talent and Organizational Capabilities

• Create an environment where driving (the right) growth, best practice sharing, inspiring new ideas and action-orientation are rewarded. Orchestrate regional resources to ensure customer engagement and approach is aligned, and focused upon strengthening and deepening our relationship and partnership within key initiatives.
• Bring best practices and innovative ideas to the broader global account program.

QUALIFICATIONS

Qualifications

Education

General Education

• Bachelors degree preferred or equivalent professional experience
• Minimum 5 years of relevant international transportation/logistics experience; international order management preferred.
• Minimum 5 years of experience involving direct customer interaction/ownership.

Experience

General Experience

• Confirmed ability to maintain and grow senior level customer relationships across multiple levels of an organization
• Creative ability to develop sales strategies and solutions; presenting innovative solutions to customers
• Strong verbal and written communication and presentation skills
• Excellent written and verbal communication skills
• Customer driven; action-oriented
• Strong interpersonal skills
• Strong financial analysis, negotiation, and problem solving skills
• Strong ability to organize priorities in a dynamic environment
• Proven ability to drive revenue growth
• Display original thinking and creativity while generating new opportunities in support of the customer/organization.

Managerial Experience

• Strong leadership skills in managing cross functional teams to meet objectives
• Experience leading teams across cultures and within a matrix environment
• Experience coaching and developing teams to achieve maximum impact

Candidates must be within 250 miles of an APL Logistics facility or office.

The typical starting salary range for this position is: $107,520 - $180,000.

The actual salary offer will take into account multiple factors including skills, experience, education and location. Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes bonus and benefits.

Candidates are eligible for the following benefits:

• PTO
• 6 days sick time
• 8 paid holidays
• 1 paid "Personal Holiday"
• Company Bonus Plan
• 401(K) SAVE Plan
• Annual Fixed Contribution
• Medical, Dental, Vision, and Life & Disability coverage
• Voluntary Benefits
• Accident/Critical Illness/Hospital Indemnity Benefits
• Tuition reimbursement and student loan assistance
• Employee Assistance Program (EAP)
• Health Savings Account (HSA) with employer funding and wellness incentives
• Flexible Spending Account (FSA)
• Employee Referral Program

ABOUT US

MAKING THE IMPOSSIBLE, POSSIBLE

APL Logistics provides innovative, global supply-chain solutions across Automotive, Consumer, Industrial and Retail markets. These solutions include Order Management, Distribution & Fulfillment, Customs Brokerage and Transportation products delivered across six regions. We also pioneered the use of visual data analysis and offer a robust Data Management and Analytics product suite to help you understand and solve complex problems that span systems and processes. Our brand was built alongside a culture of deep customer focus and attention, and we are known for providing flexible solutions to complex problems.

AT THE HEART OF OUR OFFERING IS A GLOBAL, CROSS-FUNCTIONAL ABILITY TO MANAGE CUSTOMER ORDERS FROM ORIGIN ALL THE WAY TO FINAL DESTINATION VIA A NETWORK OF GLOBAL PROFESSIONALS.

EEO Statement for US-

The company is committed to and supports equal employment opportunity and affirmative action to all employees and applicants for employment. Equal employment opportunity means equal treatment of employees and applicants without regard to the following legally-protected characteristics: race, color, religion, creed, sex (gender identity), pregnancy (including childbirth and related medical conditions), sexual orientation, marital status, national origin, ancestry, age (40 and over), medical condition, genetic information (including characteristics and testing), veteran status, physical or mental disability status or any other legally-protected status.

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