Job Title: Key Account Manager Parcel – APAC
Work Location: Singapore (preferred)
This position is a perfect opportunity for someone with sales in their DNA, who can build customer relationships, develop strategic accounts, act as an entrepreneur, and close a win/win deal.
Your responsibilities
As a Key Account Manager, you will be the driving force behind strengthening Vanderlande's position in a very competitive market. You will be working for the world’s leading Parcel clients, helping them further improve their business.
In this role, you define a strategy to conduct and execute market development actions to create business opportunities and gain new projects. These actions are based on the segment strategy and account plans that you develop together with the team.
You nurture leads and gather the relevant information on the technical aspects and the bidding process. Together with your sales colleagues, you are responsible for making and executing the sales strategies and plans, understanding the customer’s business, processes, and values, anticipating this, and preparing a spot-on proposition that exceeds customers’ expectations.
You influence the decision-making processes and build and maintain strong senior management relationships with the relevant decision-making Units (DMU) of our existing and potential customers.
You will lead the opportunities during the complete sales cycle, from negotiating terms and conditions to a winning proposal, creating and selling value rather than price.
Responsibilities
- Represents the Parcel Key Account needs within APAC and provides and aligns direction to further business opportunities.
- Development and delivery of Key Account strategies and approaches (in alignment with BU/Domain and Corporate strategy) that also embody a deep understanding of the customer's business and challenges to translate these into sound value propositions.
- Business partner at the executive level of the Parcel Key Accounts.
- Financial management and performance of Parcel Key Accounts in terms of Order Intake, Revenue, CM, and EBIT.
- Development of Key Account capabilities and competencies to meet or exceed the needs of our customers.
Your qualifications and skills
You exceed your discipline, and by doing so, come up with innovative and creative solutions that bring our customers forward. You know how to work together with your internal and external contacts to create the best sales team for each sales project. You also have:
- Bachelor or Master’s in Engineering and/or Business Administration;
- Overall 10+ years material handling industry and 5 years min in the parcel domain.
- High analytical ability, natural negotiator.
- Willingness to travel within APAC.
- Proven senior leadership capabilities; able to influence, manage, and drive effective multidiscipline, multi-cultural teams, including customers, and lead by example.
- Superior level of customer focus; gains insight into customer needs and identifies opportunities that benefit the customer, building solutions that meet customer expectations.
- Strong business insight; knows how businesses work and how organizations make money; Maintains knowledge and awareness of future policies, practices, and trends within the market segment; knowledge of business drivers, strategies, and tactics.
- Manages complexity; ability to accurately analyze situations; uses available and diverse data to solve problems; identifies root causes to difficult problems; Identifies and assesses risks and benefits of different solution options.
- Holds a global perspective; looks towards the broadest possible view of an issue or challenge and “thinks big picture”; understands the position of the organization within a global context; understands the impact of global trends on the organization.
- Strong, independent decision-making ability, even in the absence of complete information; considers relevant factors and uses appropriate decision-making criteria and principles.
- Self-reliant in developing strategies, and plans, securing stakeholder acceptance, and delivering plans to time through engagement with direct and indirect reports; able to articulate vision and strategy in a way everyone can relate to; shows personal commitment to the vision.
- Entrepreneurial and effective communicator; comfortable and effective in different settings, environments, and cultures; attentively listens to others; adjusts approach to fit audience and message.
- Drives results with a strong “bottom line” orientation; track record of achieving and exceeding goals successfully.
- Advanced problem-solving capability, able to understand and appreciate customer pain points and offer win/win solutions.
- Resilient in nature; confident under pressure; handles and manages crisis effectively; manages uncertainty; grows from hardships and negative experiences.
About the Company:
Website: www.vanderlande.com
Vanderlande is a market-leading, global partner for future-proof logistic process automation in the warehousing, airports, and parcel sectors. Its extensive portfolio of integrated solutions – innovative systems, intelligent software, and life-cycle services – results in the realization of fast, reliable, and efficient automation technology.
Established in 1949, Vanderlande has more than 10,000 employees, all committed to moving its Customers’ businesses forward at diverse locations on every continent. It has established a global reputation over the past seven decades as a highly reliable partner for future-proof logistic process automation.
Vanderlande was acquired in 2017 by Toyota Industries Corporation, which will help it to continue its sustainable profitable growth. The two companies have a strong strategic match, and the synergies include cross-selling, product innovations, and research and development.
Why should you join Vanderlande?
- We are certified as Great Place to Work by the prestigious Great Place to Work Institute.
- Flexible and Hybrid Workplace.
- Vanderlande Academy and training facilities to boost your skills.
- Mediclaim benefit.
- On-site company health centers with a gym, employee wellbeing sessions, and in-house doctor support.
- A variety of Vanderlande Network communities and initiatives.
- Opportunity to collaborate globally.
Being you @ Vanderlande (Diversity statement)
Vanderlande is an equal-opportunity employer. Qualified applicants will be considered without regards to race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.