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National Key Account Manager

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Date: Oct 22, 2021

Location: Bayan Lepas, Penang, MY, 11900

Company: Ceva Logistics

At CEVA, we believe that logistics is a people business, that’s why we create an environment of trust and team spirit - we encourage initiative and we empower our talent to grow in their careers.  We are supply chain experts and live and breathe it every day. We offer a broad range of services in Contract Logistics, Air, Ocean and Ground management thanks to our 78,000 employees, operating in more than 160 countries. At CEVA, we are passionate about our work and the value we deliver to our customers and as a company, we are growing at a fast pace - do you Dare to Grow with us? 

 

YOUR ROLE


The position will be accountable for managing, directing and leading large customers within our Century program (large global customers) and Top Non-Century (LLA/MNC) customers, within Singapore Malaysia country.

 

 

WHAT ARE YOU GOING TO DO?

 

  • Identify global business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals relating to the portfolio of customers assigned.
  • Ability to understand unique customer supply chain requirements and drive a particular sector focus.
  • Expansion/Growth is mission critical to the role. Senior relationship management and service execution are two key components to insure account expansion/growth is achieved.
  • Retention is key to grow portfolio of accounts across all product/service types within CEVA.
  • Drive collaborative efforts between country and product leaders within CEVA to meet the needs of customers.
  • Prospecting for all potential opportunities and delivering compelling solutions, value and pricing.
  • Develop an Account Plan for the customer that will encompass a strategic roadmap defining multi-year growth, targets by key supply chain.
  • Execute Account Plans (forecasts, budgets and operating plans). • Ability to work in a matrix organization along with virtual teams & build strong internal relationships with Sponsor/Global/Regional/Sector team leaders as required for the account.
  • Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
  • Conduct regular business review meetings for all customers and drive meeting content to ensure operations, support and execution teams are present to support these reviews.
  • Conduct quarterly business review (QBR) meetings including executive sessions for strategic alignment between CEVA and the customer.
  • Responsible to communicate all expectations on these review meetings to the operations and support teams for implementation or improvements.
  • Develop a deep understanding of business streams of each customer and a detailed Relationship Map for each Account designated using CEVA’s CRM system.
  • Leverage on Sectors Focused Solutions to penetrate account growth and development (example: Use of case studies and key SMART solutions within CEVA).
  • Work with implementation teams on new projects to ensure customer expectations are communicated.
  • Work to define all customer reporting requirements with customer (Country/Regional/Global Levels and all KPI (Service Metrics) with customers to be reviewed in business meetings conducted.
  • Lead and work with customer to resolve all contractual and commercial decisions in compliance with CEVA policies and terms.
  • Accurate and timely update of all customer engagement activities and business development opportunities within C-View.
  • Perform other duties as assigned by the line manager. The role reports to Head of Key Account, Singapore Malaysia or to the Director (Business Development, Singapore Malaysia) and functionally to the Global Account Manager (Century Customer) and the Account Sponsor.

 

 

WHAT ARE WE LOOKING FOR?

 

  • Diploma, Bachelor's degree or equivalent experience in Supply Chain, Logistics, Transport Management, Sales and Marketing or International Business, that are relevant.
  • At least 5-7 years' industry experience and up to 7 years account management managerial and/or customer relationship management experience.
  • In-depth knowledge of all air, sea, ground and contract logistics products and services.
  • Excellent planning, time management, collaboration, decision making, organization, presentation and negotiating skills.
  • Strong background in sales and marketing and a proven track record in business development and growth.
  • Manages complex or emotional customer situations promptly and professionally meeting commitments for service and assistance.
  • Good command in Bahasa Malaysia and English language, both in written and spoken. Communication in Mandarin and colloquial language would be an added advantage.
  • Possess intermediate computer and Microsoft Office (Word, Excel, Powerpoint etc.) skills.

 

 

WHAT DO WE HAVE TO OFFER?

 

With a genuine culture of reward and recognition, we want our employees to grow, develop and be part of our journey. We offer a benefits package that includes competitive annual leave entitlement with a fantastic holiday buy scheme, pension and life assurance along with access to an employee benefits platform that offers discounts on gym memberships and money off vouchers for a diverse range of retail, travel and hospitality brands. There’s no doubt that you will be compensated for your hard work and commitment so if you’d like to work for one of the top Logistics providers in the world then please do get in touch to find your next role.

ABOUT TOMORROW

 

We value your professional and personal growth. That’s why we share plenty of career opportunities for you to thrive within CEVA. Join CEVA for a challenging career.