北京招聘

职位描述：
About this job

The Key Account Manager is responsible for the management of global and/or regional client account(s) holistically from growing our core business to driving customer satisfaction, developing client relationships, hitting client savings targets, and implementing process improvements. The Key Account Manager will be responsible for establishing clear client goals, associated KPI’s, and making sure the operations team is executing core processes to ensure successful delivery of client initiatives.

This position is about aligning oTMS to the client, being a client advocate within oTMS, ensuring we have the proper scope, contract and pricing is in place, and meeting the scope requirements on an on-going basis. Growing our existing business through new opportunities within the client by providing oTMS consulting and/or additional oTMS services will ensure on-going revenue growth year over year.

In addition to client focused activities, the Key Account Manager is responsible to inspire, lead, and manage a dedicated operations team. The ability to set team and individual goals will be vital to oTMS’ on-going performance management as well as employee coaching. One of the key success factors in the Key Account Manager position is the ability to develop future leaders in the organization.

To aid in managing a complex and dynamic client, the Key Account Manager will have access to a shared service teams that include, HR, processes engineers, finance, technical, IT, and other support groups. As such this individual should be able to work across cross-functional teams, internally and externally, to align team work and resource utilization focused on ensuring our organization meets the client objectives.
PRIMARY RESPONSIBILITIES:

Key Account Management
? Deliver the services set forth in the sales process and contract scope and ensure no scope creep
? Develop and maintain relationship with the client’s key stakeholders and related senior management team
? Translate client objectives into team based KIAs and KPI targets and develop management reports to track KPIs and adherence to set targets
? Oversee & manage client activities and serve as an escalation point including the development of management routines as required to ensure client satisfaction as well as plan and execute monthly and quarterly business reviews with client to review metrics, discuss new business opportunities, and operational challenges
? Ensure the dedicated operations team is meeting the expectations and they have the resources required and that SOPs are in place and there is compliance
? Ensure technology is implemented and being utilized
? Manage and facilitate relevant account working queues
? Self-development on changes within the supply chain & logistics industry
? Manage client savings projects and implement process efficiencies
? Monitor data quality and work with necessary teams to ensure data integrity
Employee Management

? Inspire, lead, and manage a dedicated client account team, their career paths, and follow the company’s performance management processes that promote a work environment that demonstrates oTMS’ values for people, performance and ethics.
? Coaching, mentoring, and training the client dedicated operations team
? Bi-annual performance reviews and quarterly Personal Development Plan updates with each direct report
? Responsible for employee time management and holiday schedules
? Ensuring employees are up-to-date on oTMS’ job requirements for each Managed Service’s position
? Create tactical and operational KPI’s and measure team’s performance to targets
? Develop and measure deliverables for each direct report
Sales/Business Development

? Grow our existing business including developing new business opportunities and selling additional services
? Utilize project management skills to implement new business
? Strong and consistent communication with other regional and global account, implementation, and sales teams

Financial Management

? Hit financial targets and ensure long term profitability by identifying client cost savings initiatives, ensuring accurate cost allocation, establishing productivity goals, and monitoring KPIs for the account team
? Financial Management of the account
? P&L
? Budgeting
? Demand planning
? Monthly forecasting
QUALIFICATION AND DESIRED SKILL EXPERIENCE REQUIREMENTS:
? College/University degree required, supply chain/logistics emphasis a plus
? Minimum 10+ years experiences in Logistics and Supply Chain Management. Experience with [enter specific industry] industry Logistics or Supply Chain Management preferred.
? Extensive China logistics and supply chain experience, specifically in China domestic transportation a plus
? Experience in leading or as part of a team in lean, continuous improvement, or Six Sigma projects a plus
? Experience with and ability to quickly learn and understand how to leverage Transportation Management Systems (TMS) and other supply chain technologies.
? Understanding and experience of ERP systems, i.e. SAP, Oracle, etc. a plus
? Strong client management experience and history of successfully developing strong relationships at all levels internally and externally.
? Willingness to create and adhere to process and plan
? Process Transformation and Improvement – Experience managing and executing core processes, network and order/shipment optimization, cost reduction strategies, and working with a cross functional team to implement new ideas to improve processes and lower logistics and supply chain costs
? Ability to communicate and build effective working relationships with internal peers and colleagues across all regions, divisions, and departments
? Team-oriented management approach
? Direct report performance management and employee development experience
? Conflict Management Skills
? Ability to think creatively and strategically
? Willingness to work autonomously
? Ability to work in a demanding, collaborative, and fast-paced environment
? Exceptional customer-service attitude and skills
? Ability to problem solve and root cause analysis
? Visionary in scope of project and able to see and understand the big picture
? Ability to think outside the box
? Strong Presentation Skills
? Strong Leadership Skills
? Detail oriented
? Sales/business development experience with proven track record will be a plus
? Understanding of business financials, operating costs, and managing accounts receivable/payables
? Positive, competitive, confident and self-driven personality
? Fluent in Microsoft Suite, specifically exceptional Excel and PowerPoint
? Ability to work flexible schedule and on occasion overtime including weekends and holidays
? Willingness to travel; estimated 25-35%
? Native Mandarin speaking, reading and writing skills required
? Fluent English speaking, reading and writing skills required 举报 分享

如果要给oTMS贴标签，那么……
·    国内首家SaaS TMS供应商
· 一站式运输服务平台
·    “一票到底”践行者
·    连IT团队都有高颜值***（高颜值外籍友人我们都已不提了）
·    办公室照片刷爆朋友圈
·    ……
作为“SaaS中最懂物流的，物流中最懂SaaS的”团队，oTMS致力于为国内B2B物流市场提供订单全流程可视化解决方案，通过“TMS+APP”的产品体系，串联从货主、3PL、专线、司机、收货人的运输全链条。我们有在国内物流市场闯荡十多年的老板，在国际主流软件公司打过小怪兽的Sales、产品、IT 负责人， 有运营了数十年物流自媒体的商务负责人……
7枚实力与颜值并存的leader带着oTMS一路过关闯将，2013年，oTMS运输协同管理软件正式上线，全年26万订单；2014年获得A轮融资，完成400万订单的处理；2015年A+千万美元融资，全年1140万订单；截止2016年6月，平台企业用户360+，在已经开始的下半年、未来，我们还有更宏伟的目标要去实现！
所以，你该明白我们为何招人啦~在经历了一年时间小伙伴人数翻6倍之后，HR的“人头”指标仍然沉重，我们能提供的东西不多：每日新鲜咖啡（如果你爱星巴克，下楼右拐20米）、每月团建经费、每季Town-hall meeting & 团体生日会、每年年会（:-O）……
如果这都不能吸引你和我们一起建设社会主义的决心，come on baby, what are u waiting for?