Key Client Manager at Maersk Line

Maersk is an integrated container logistics company working to connect and simplify its customer's supply chains. As the global leader in shipping services, the company operates in 130 countries and employs roughly 70,000 people. With simple end-to-end offering of products and digital services, seamless customer engagement and a superior end-to-end delivery network, Maersk enables its customers to trade and grow by transporting goods anywhere - all over the world.

We are recruiting to fill the position below:

Job Title: Key Client Manager

Location: Lagos
Industry: Financial Services

Description

• The KCM will develop relationships with senior stakeholders and facilitate the building of effective solutions to help resolve customer logistics pain points.
• This will help to enable revenue growth, retention, and customer satisfaction, to achieve the assigned sales, volume, and financial targets.

Key Responsibilities

• Consistently meet or surpass assigned volume and revenue targets (weekly, monthly, yearly) and build a substantial Sales pipeline for customers’ portfolio.
• Act as the focal client contact, identify clients’ business strategies and objectives, logistics and transportation needs and buying criteria to develop and articulate value-based solutions to address their needs.
• Develop deep and senior relationships with assigned clients and take every opportunity to probe for business opportunities. Utilize the senior-client contact relationship to open doors and support the account-development process.
• Collaborate with internal stakeholders to provide first-class service to further increase customer satisfaction and loyalty.
• Actively use Salesforce.com and be a role model for Nigeria commercial team.
• Negotiate commercial terms within delegated mandate.
• Fully master and actively use the Value Based Selling methodology.
• Track and analyse market development to identify gaps and potential new clients.
• Study and leverage internal and external financial data to build winning strategies.
• Communicate closely and proactively with management, provide strong support to all development initiatives, policies, processes, and guidelines.
• Position APM Terminals as the preferred terminal with clients.
• Keep abreast of market developments and report relevant as necessary
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
• Use Market Mapping to identify total potential volume for the customer
• Uncover needs framework, understanding the buying phases
• Build strong customer specific value propositions linking APM Terminals differentiators to customer’s pains/needs
• Prepare for Sales meetings with clear agenda and desired outcomes in salesforce.com
• Support commercial and customer services teams in improving overall customer satisfaction scores
• Assisting commercial and customer services team in developing effective sales and commercial collateral, including customer onboarding materials.

Critical Knowledge and Experience

• Bachelor's / Master’s Degree holder from a reputable institution.
• Fluent in spoken and written English
• Minimum 7 years’ relevant sales experience with 3 years’ proven track record in major client management (Business to Business)
• Excellent commercial acumen
• Passionate, strong initiative, self-driven with commitment to succeed.
• Salesforce.com certification
• Value Based Selling certification
• Relevant experience in Maritime/transportation/Logistics Industry is a plus

Application Closing Date
Not Specified.