Manager, Regional Key Account Management

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. 

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 over 5,000 global professionals.

The position is responsible for driving the strategic engagement between assigned key customers and APLL, the growth/expansion of relevant APLL solutions, existing, or newly developed in partnership with your key customers. It involves: 

• Key focus on growth and expansion of existing key customers of APLL while supporting new customers pursuit
• Driving strategies and storylines associated with new business opportunities, owning the responses to RFP/RFQ activities.
• Engaging with other stakeholders, KAM/PM and support team to ensure the most effective and competitive responses for the opportunities in existing customers.
• Be part of the formal mentorship program to coach and mentor junior team members with aspirations to move into a similar role, as well as leading the Program Managers to execute SOP/KPI consistency across all LOBs and Services.

Key Accountabilities

Key Account Management

• Lead KAM/PM professionals to manage a portfolio of key and strategic customer relationships.
• Develop and execute tailored solutions and strategies for customers to ensure their ongoing satisfaction while also enhancing profitability.
• Responsible for the management, growth, and revenue retention of account portfolios. Strives to achieve continuous revenue & Contribution Margin (CM) growth.
• Identify and develop value creation for key customers with internal stakeholders and subject matter experts.
• Own and drive the development and execution of the Strategic Roadmap for key accounts.
• Actively engage Program Managers (PM) to drive efficiencies, develop new ideas/ initiatives for tactical management of account, in support of on-going account development goals and objectives.
• Partner with all stakeholders within and across regions to help drive new business opportunities. 

Customer Success and Relationship Management

• Manage key customer relationships, to ensure their ongoing satisfaction/loyalty.
• Retention and growth of existing key accounts through collaborative understanding of customers’ business strategies and APLL’s core capabilities to support
• Proactively identify new opportunities of accounts, increasing their footprint in the region and accountable to maintain active and sustainable pipeline with 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.
• Collaborate with cross region teams for Global accounts strategies 
• Escalate issues as appropriate for immediate resolution

Customer Value Proposition

• Ensure that any potential risks related to the customer program are raised, 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.
• Engage with the other KAM teams to ensure the most effective and competitive responses for new opportunities.
• Adopt best practice sharing within/across region and teams

Program Management

• Manage program manager(s) and drive program strategies uniformly across accounts and region.
• Set KPI measurements across accounts and work with respective stakeholders to achieve them.
• Set directions of existing accounts and drive these strategies across the region with the support from PM. 
• Attend and drive MBR/QBR with key clients 

Develop Talent and Organizational Capabilities

• Strengthen and deepen relationships and partnerships within key initiatives.
• Coach and mentor junior team members.
• Bring best practices and innovative ideas to the broader regional account program.

Requirements

General Education

Bachelors degree, MBA preferred 

General Experience

• More than 10 years of work experience within the transportation and logistics industry.
• Commercial driven with strong background in Order Management and international transportation while slight knowledge of contract logistics would be an advantage
• 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 interpersonal skills.
• Strong verbal and written communication and presentation skills – Customer driven; action-oriented.
• 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.

Managerial Experience

• Strong leadership skills in managing cross functional teams to meet objectives
• Passion for coaching and people development
• Excellent communicator to work with teams across cultures and region
• Past experience leading and managing teams with diverse backgrounds

We offer attractive remuneration package including guarantee and variable bonuses, comprehensive benefits programs and tax effective scheme to the right candidates. Please apply with full resume indicating current and expected salary via email. Please state the reference number on the subject line of the email. Only shortlisted candidates will be notified.

We are an equal opportunity employer and welcome applications from all qualified candidates. Personal data provided by job applicants will be used strictly in accordance with the employer’s personal data policies; a copy of which will be provided immediately upon request.