Global Account Manager (m/f/d) Component Manufacturers

☞ Maersk

View: 146

Update day: 18-10-2024

Location: Hamburg

Category: Consulting / Customer Service

Industry:

Job type: Vollzeit

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Job content

You’ve seen us everywhere, from a road trip, passing over one of our trucks, to the biggest ports in the planet where we touch land to continue our journey All The Way to your front door.
We’re transforming the way we work so we can unfold our potential as a business and want everyone to look forward to their future with MAERSK.
As a Global Account Manager (m/f/d) in the integrated solution sales (ISS) channel you are responsible for building and maintaining the strategic partnership with Key Clients to position MAERSK as the preferred logistics partner. You will maximise MAERSK Business result through a combination of world class account management, business development and consultative selling.
We offer:
  • International experience working for the world´s leader, in a dynamic, global industry.
  • Work with colleagues and clients across the world.
  • Excellent training development opportunities and global career prospects.
  • Enhance your communication, problem solving and relation building skills.
  • Competitive salary and excellent bonus package.
Key Responsibilities:
Account Development Strategy and planning:
  • Develop, manage, and execute a global account plan encompassing all Maersk products in accordance with the strategic plan of the customer, including acquisition of new accounts, new business, maintenance of existing business and improving profitability
  • In conjunction with the relevant product teams & other customer support teams such as: Customer Solutions, Opportunity Management, Solution Design, Supply Chain Development & Customer Experience to help define and build global end to end solutions, to address customer pain points & aligned with the customers logistics strategy
  • Fiill the function of Local Client Manager for Global Account Management situated abroad or on corporate level or be Global Account Manager within sales control
Pre and Post Sales Responsibilities:
  • Delivering the result derived from sales activities within the customer portfolio through the identification, qualifying, consulting, developing value propositions and selling large scale and complex supply chain solutions
  • Ensuring that Value Propositions sold are fully scoped with robust pre and post sales engagement as well as commitment from the relevant commercial teams, product and operational pursuit team members
  • Identifying all relevant tender opportunities with associated submissions being delivered comprehensively and competitively, through collaboration with both internal and external stakeholders
  • Guarantee that all new and / or additional business contracts for each customer solution have passed through the relevant opportunity management process and have been reviewed and authorized by respective signatories from both internal and external parties, in line with corporate guidelines, policies and procedures (including financial, operational, commercial and ethical perspectives)
  • Ensuring that customers meet committed contracted levels of volume and business profile, and for proactively addressing shortfalls in commitment, with ensuing renegotiations as necessary
  • Recognize and sharing customer strategies that may provide a platform for future Maersk product development and enhancement, with internal product development stakeholders
  • Incorporate members of the global sales team / local Client Managers from other geographies into the global account plan and translate annualised budgets into monthly and quarterly targets to enable the global delivery of the customer
  • Lead regular operational review meetings such as “Quarterly Business Reviews” with a continuous improvement mindset to ensure that all agreed operational measures are being delivered in line with the contracted customer KPIs and performance metrics
  • In conjunction with the relevant Customer Experience teams such as Implementation and Program Management, ensure successful business onboarding and compliance throughout the contracting period
  • Adhere to company processes and procedures, and utilizes Sales tools and methodology to document customer interaction, needs, and business projections
  • In combination with the relevant Customer Experience and Finance colleagues, collaborate to ensure that relevant financial measures such as overdues and DSO are effectively managed and act as an escalation point if this is not the case
We are looking for:
General:
  • Specialized knowledge of the Automotive Vertical Industry including global logistics management processes, trade, regulatory, statutory and security compliance requirements as well as technological solutions relative to the vertical
  • Able to build a deep understanding of target customers’ strategic intent and current market position and thereby identify opportunities for strategic partnership
  • Excellent communication, networking, interpersonal and influencing skills to communicate at all levels. Ability to operate effectively in a matrix environment, and create networks across diverse technical, cultural, and language groups

Sales Acumen:
  • A seasoned sales professional with a proven track record of targeting, pursuing, and winning large scale opportunities - selling and liaising to/with CxO, Board/Senior Management level
  • Significant experience in International Supply Chain with ability to understand how supply chain solutions may be leveraged to deliver strategic intent across all functions of a customer’s business
  • Highly developed consultative selling approach, persuasiveness and influencing skills with the ability to handle most common customer objections
  • Ability to engage executive leadership at key points in the sales process during which their involvement provides additional support
  • Power to develop comprehensive, account development strategy plans for short / medium / long term objectives, maximising growing revenue and share of wallet.

Commercial Principles:
  • Strong financial acumen with the ability to understand a customer’s financial landscape enabling the development of solutions to help deliver value to the customer
  • Ability to evaluate the implication of world trade (e.g. government policies) that may impact the customer’s financials and develop solutions to leverage or mitigate

Business Development:
  • Potential to develop structured questions, to gain information that helps to understand the customer’s direction, ambition, goals, and challenges
  • Experienced in composing quantifiable and measurable customer centric value-based proposals, maximising Maersk’s suite of products and supporting colleagues with input on how to create compelling solutions
  • Ability to review and refine strategic plans and discuss strategic topics with the customer regularly as a consultative resource and trusted partner. Well versed in strategy development and formulation of strategic steps
  • Skilled in formulating and explaining value for stakeholders in the customer’s organisation in financial and motivational terms and conducting win-win negotiations resulting in opportunity closures

Customer, Market and Product Knowledge:
  • Developed IT Skills that includes a comprehensive understanding of IT requirements from a client interfacing perspective
  • Ability to establish and maintains long-term strategic relationships with the right level of influencers and decision makers across different levels in the customer organization. Effectively navigates the account’s political and hierarchical structure and establish Maersk as a trusted advisor
  • Experience in developing and implementing solutions that integrate products and services and go beyond the sale of a single point solution. Achieves results through effective project proposals, negotiations, and contracts.
  • Strong product understanding including how Maersk through the building of solutions can help to solve different customer pain points
If you are looking for a positive change in career and you are ready for this challenging new chapter, we look forward to receiving your application!
At Maersk we value the diversity of our talent and will always strive to recruit the best person for the job. We value diversity in all its forms, including – but not limited to – gender, age, nationality, race, sexual orientation, disability or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high performing teams.
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Deadline: 02-12-2024

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