南京招聘

Purpose of the position
To manage and develop the assigned Key Account(s) for the Country to meet the objectives of growth and profitability

The primary purposes of this role are:
i) To take overall Country development responsibility of the assigned Key Account(s), including existing customers and new target customers
ii) To define and develop a prospect pool of customers
iii) To promote and sell differentiating Industry Solutions based on Panalpina’s products and Supply Chain Solutions
iv) To increase relationship stability by diversifying product offerings and developing multi-level contacts relationship between Key Account and Panalpina main stakeholders


Key Tasks
Sales Management

Coordinates all Key account and agreed customer development pool related activities in the Country and addresses Corporate support if needed (e.g. Tender mgt, Business implementation, IT)
Responsibility for account development and growth throughout the country, including strategy mapping, account penetration, customer relationship management and business improvement initiatives
Increase share of wallet and profitability of the Key Account(s) to achieve development objectives
Diagnose Key Account(s) Supply Chain set up and identify Supply Chain Solutions opportunities. Develop and prepare strategic investment proposal in close cooperation with respective products Head, Country Head of IV and Country Head of M&S.
Is responsible to monthly Key Account performance monitoring
Ensure timely and accurate reporting to customers
Provide profit guidelines to Key Account(s) team(s) for ad-hoc quotations
Owns and Ensure full adherence of Key Account(s) SOP in the Area
Take Country lead role and actively participate to Key Account(s) RFI & RFQ opportunities
Prepare RFI & RFQ Post-Mortem analysis and share with Tender Management, Products and any other relevant internal stakeholders
Work and cooperate with relevant Country functions to secure and further increase customer satisfaction
Ensure timely payment from customer as per agreed requirement

Customer Relationship
Build up and further improve customer relationships with the assigned Key Account(s) team in the Country
Proceed to forwarding and logistic spent identification and regular update on the assigned Key Accounts
Gather Strategic Forecast from the assigned Key Account(s) and is responsible to communicate and update space requirements to relevant Country Product Organizations on Quarterly basis minimum
Conduct MBR, QBR and relevant meetings with Customer and product team

General Management
Display strong leadership both externally towards Customer and internally towards the Key Account(s) team, Country involved and upper Management
Work in close collaboration with Country Head of IV & Country Head of M&S
Ensure full adherence to CRM process
Is responsible for timely & proper handover of business implementation to BIM
Overall owner of the assigned account


Function- / Market & Industry Knowledge / Business Acumen / Process working
[Functional Knowledge ]
Good knowledge of Panalpina's strategy and products
Extensive knowledge of the assigned SKA industry vertical including trends, opportunities and threats
Good knowledge of the air freight industry
Good knowledge of the ocean freight industry
Extensive knowledge of trends and opportunities in the forwarding industry
Good knowledge of regulatory aspects affecting Panalpina and industries
Good knowledge of markets (customers, competitors, suppliers, overall environment and major tradelanes)
Extensive negotiation skills
Extensive knowledge of Supply Chain Management and logistics
Good knowledge of forwarding and Supply Chain Management IT Systems
Good financial skills
Ability to review, analyze and understand contracts


Skills & Competencies
[Competencies – Leadership ]
Good ability to plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results
Good ability to take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk
Extensive skills to integrate and coordinate resources across functions and borders, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise

[Competencies – Business ]
Good ability to organize, including prioritizing, planning, assigning and controlling objectives
Profound ability to focus on customer service as a core value, increasing operational efficiencies and setting and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships
Good ability to influence and negotiate
Good ability to drive innovation, manage change and deal with ambiguity, devising effective change management processes

[Competencies – Personal)
Good ability to present and articulate
Good ability to work under pressure and deal with tight deadlines with high energy and resilience
Extensive communication and networking skills
Extensive inter-personal skills with positive mindset
Good International experience and mindset and willing to travel as required
High integrity
High result oriented and places great emphasis on customer


Educational background / Work experience
Bachelor's degree in Business Administration/Economics/Marketing
5 years of work experience (minimum)
3 years of overall industry experience (minimum)
2 years of experience in Account Management (minimum)
3 years of Sales experience (minimum)


Language skills
Fluent in Area local language is preferred (written and spoken)
Fluent in English is mandatory (written and spoken)
Other languages (written and spoken) a plus


Computer Literacy
Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)
Profound knowledge of Customer Relationship Management tools
Good knowledge of SAP® or other ERP systems especially as it relates to reporting and analysis

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining intercontinental Air and Ocean Freight with comprehensive Value-Added Logistics Services and Supply Chain Services.

Thanks to its in-depth industry know-how and customized IT systems, Panalpina provides globally integrated end-to-end solutions tailored to its customers' supply chain management needs.

The Panalpina Group operates a global network with some 500 branches in more than 80 countries. In a further 80 countries, it cooperates closely with partner companies. Panalpina employs approximately 15,000 people worldwide.

If you are interested in our company,pls send both your English and Chinese CV.

谢绝来电，来访，谢谢！