Key Account Manager Industrials Global Account Program

It's more than a job

With a sales career at Kuehne+Nagel, you'll drive long-term business success by mastering sales strategies, nurturing customer relationships and identifying new opportunities. But you will also bring relief and peace of mind to pet owners around the world. Because when you do your job, your colleagues around the world are able to build reliable veterinary supply chains that ensure pets get the care they need. At Kuehne+Nagel, our work is about more than we imagine.

The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his / her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM).

Acts in that scope as the leading KN representative towards the customer across all KN services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan / customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders, and conducts key account management activities in accordance with KN's Key Account Program guidelines.

Has a strong reach across the KN network including business units and supportive functional units, expert ability to translate the customers' requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities.

How you create impact

• Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling KN offer portfolio.
• Understands the customers organization and decision making process.
• Understands the customers business model and business environment as well as the competitive environment of the customer.
• Negotiates rates and service contracts with customers in alignment with the BU's and ensures all commercial requirements are documented and maintained as needed by the BU's.
• Understand, at an expert level, the vertical service offerings of KN.
• Complies with KN sales management processes and systems and ensures correct and timely updates (CRM / CoreLog system).
• Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting).
• Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager.
• Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met.
• Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery.

What we would like you to bring

What's in it for you

At Kuehne+Nagel, you'll be part of a global logistics leader that believes in creating real impact—on business, on customers, and on careers. Here's what you can look forward to :

Who we are

Logistics shapes everyday life - from the goods we consume to the healthcare we rely on. At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.

As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference. Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.

Skills Required

Negotiation, Key Account Management, Business Development