Strategic Account Manger
by Priscilla Cheng in Logistics
Kwai Chung, New Territories, Hong Kong SAR
My client; an International freight forwarding & logistics company is looking for:-
Strategy & Growth:
- Penetrates the account by making contacts
and building relationships at multiple levels,
including senior leadership, and in multiple departments within the account.
- Conducts regular
business reviews with senior
leadership, leveraging internal
and external data to gain customer
insights, to uncover new opportunities for growth, increase sales, and retain
and grow the business by presenting long-term strategic
solutions to customers.
- Works with and influences account team members (account
management and operational resources) across geographies and/or divisions to execute the account strategy and deliver results.
strategic negotiation and sales strategies at the leadership level in
discussing complex pricing and selling solutions with customers.
- Shares customer
specific data, requirements and expectations with internal leadership in order to collaboratively create
viable supply chain solutions to customer
- Reviews financial, volume and service
performance reports to make adjustments (pricing, process,
etc.), that create
efficiencies and drive continuous improvement.
and uses internal/external data and market intelligence (indexes, research,
etc.) along with customer
information (articles, press, etc.) to provide customers with business
insights, improve customer outcomes and grow the business.
- Stays informed
of changes within
customers’ business, industry
and sector through
regular customer communication and applies that knowledge to identify new opportunities.
- Creates annual
account/portfolio budgets and plans that are reviewed
frequently and managed to, in order
to achieve desired
as the primary point of accountability for customers within portfolio,
delivering a positive customer experience through proactive communication, timely responses ensuring
quality execution against
- Manages conflict
and navigates difficult
conversations with the customer, using tact and diplomacy.
as an advocate for customers, internally conveying their customer-specific
needs across the organization, to ensure
proper alignment and prioritization of resources.
- Collaborates and actively communicates with management on the capacity/product/supply teams to identify strategic solutions for complex
- Engages internal
leadership team members
to ensure alignment, resource
prioritization and participation in account strategy.
with operations and capacity/product/supply teams to ensure optimal execution
through the use of SOPs, best in class business processes, and mutually
agreed upon customer
the holistic plan for seamless transition of customer accounts, define
expectations and timelines, seek opportunities to leverage automation and set plans for execution.
- Engages internal
resources and leadership team members and leverages them in complex
logistics and supply
- Builds trusting
relationships by ensuring
quality execution against expectations and collaborating with
senior leadership to identify and resolve issues in
a timely manner.
- Negotiates payment
terms and oversees processes
and payment to ensure timely invoicing through monthly reviews.
- Manages pricing strategy through a clear understanding of
customer buying habits and the position within customer supply chain.
- Uses internal tools and resources, including but not limited to
service line and pricing SMEs, to determine customer pricing strategy.
- Leads RFP opportunities for customer.
degree from an accredited college or university
of 5 years’ experience in sales, account management or leadership in freight
oral and written on both English and Chinese
strong influencing, negotiation, collaboration, analytic, communication and
proficiency in MS Office
to travel up to 50%