Job Purpose

The primary purposes of this role are:

• To take overall Country development responsibility of the assigned Key Account(s)
• To manage functionally Business Unit Account Manager(s) assigned to the Country Key Account in the Business Unit if applicable
• To promote and sell differentiating Industry Solutions based on Panalpina products and Supply Chain Solutions, particularly End to End solutions
• To increase relationship stability by diversifying product offerings and developing multi-level contacts relationship between Key Account and Panalpina main stakeholders

 Job Responsibilities

Sales Management

• Manage functionally Business Unit Account Manager(s) assigned to the Key Account in the Business Unit(s)
• Coordinates all Key account related activities in the Country 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 Country level
• 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) workflow in the Area
• Take Country lead role and actively participate to Key Account(s) Request For Information & Request For Quotation opportunities
• Prepare Request For Information & Request For Quotation 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 Country
• 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, Country involved and upper Management
• Work in close collaboration with Country IV manager & Country Head of M&S
• Ensure full adherence to Customer Relationship Management 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

Job Requirements

• Degree holder in Business Administration / Marketing or equivalent
• At least of 7 years’ work experience which covers overall Industry experience (minimum 5 years) and Sales experience (minimum 3-5 years)
• Good knowledge of air / ocean freight industry and good market knowledge (customers, competitors, suppliers, overall environment and major trade lanes) as well as Greater China knowledge
• Good ability to plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results
• Extensive skills to integrate and coordinate resources across functions and borders, building and using networks
• Good ability to lead people, including development, coaching and performance management
• Good command in both spoken and written English and Cantonese
• Good international experience and mindset and willing to travel as required

We offer attractive salary and fringe benefits to the right candidates. Please email your full resume with date available, present and expected salary to pian.chan@panalpina.com

We are an equal opportunity employer and welcome applications from all qualified candidates. Information provided will be treated in strict confidence and only be used for consideration of your application for the relevant or similar post(s) within Panalpina China Limited. Applicants not having heard from us within 6 weeks from the date of this advertisement may consider their application unsuccessful. All Personal data of unsuccessful applications will be destroyed within 6 months.