南京招聘

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

The primary purposes of this role are:
i) To take overall Area development responsibility of the assigned Key Account(s)
ii) To manage functionally BU Account Manager(s) assigned to the Area Key Account in the Business Unit if applicable
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

Manage functionally BU Account Manager(s) assigned to the Key Account in the Business Unit(s)
Coordinates all Key account related activities in the Area and addresses Corporate support if needed (e.g. Tender mgt, Business implementation, IT)
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 Area Head of SCS, Area Head of IV and Area 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 Area 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 Area functions to secure and further increase customer satisfaction

Customer Relationship
Build up and further improve customer relationships with the assigned Key Account(s) team in the Area
Act as a mediator between Key Account(s), Panalpina and suppliers, assuring the Key Account team is the focal point for escalations
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 Area Product Organizations on Quarterly basis minimum.

General Management
· Display strong leadership both externally towards Customer and internally towards the Key Account(s) team, Areas involved and upper Management
· Work in close collaboration with Area Head of IV & Area Head of M&S
· Ensure full adherence to CRM process
· Monitor data input quality & quantity on Key Account(s) and address quality issue to relevant internal parties when occurring
· Is responsible for timely & proper handover of business implementation to BIM


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！