Deskripsi Pekerjaan
JOB DESCRIPTION:
- Opportunity development – new customers
- Develop strong opportunity pipeline for large accounts and mostly for Focus & Target / existing account list
- Introduction of new customers in the targeted vertical that is currently not is K + N portfolio
- Manage opportunities for pan-regional customers that will result in new operations in Indonesia
- Identify new product opportunities and develop creative solutions to fulfil customer needs – value based selling
- Build strong relationship with key contacts / executives within customer organizations to understand opportunities for K + N Contract Logistics
- Set revenue goals towards new customer acquisition on an annual basis that is in line with the business plan for the region
- Collaboration with global & regional products organisations that enables Crossselling K + N suite of services (Supply chain services)
- Develop industry specific sales material and gather market specific content
- Account development – existing nominated customers
- Develop and implement account plans for major accounts.
- Work collaboratively with nominated K + N NKAM’s and GKAM’s to develop account
- plans. To be aligned on the direction and approach to developing the customer
- account.
- Ensure K + N and customer expectations are aligned.
- Manage on going customer engagement towards greater collaboration
- Identify and capitalise on new revenue streams with the customer or increase scope of services offered to the customer
- Identify key customer drivers and ensure this is well managed
- Direct operational issues to the correct operational owner and ensure that corrective actions are put in place
- Drive proactive suggestions for on-going improvement process
- Maintain close communication with customer and K + N operations team to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results are maintained
- Assist K + N and customer with KNPS programme development as needed. Act as the communication bridge to support KNPS team to work with customer.
- Networking within Kuehne-Nagel
- Work collaboratively with RL-V to ensure Indonesia business development efforts are aligned and in accordance with Regional and Global directives.
- Take advantage of expertise developed within Kuehne + Nagel to capitalize on value creation opportunities
- Entry point for Global initiatives and Corporate reporting
- Take part of the Global KN CL Business Development community
- Bridge with other Business Units to coordinate actions and generate opportunities
- Coordinate actions over the region by liaising with colleagues allocated in the other clusters
- Engagement with the global industry vertical lead to align on target setting and development
- Identify and translate success factors from other regions towards business development and customer acquisition
- Support & Management of in-country business development team (where necessary)
- Set new business revenue target for the BD team members in the nominated vertical and ensure this is managed through direct and in-direct engagement
- Ensure quality and value generated from RFI/RFQ/RFP documents & solutions are consistent with K+N
- Support local business development team for significant opportunities
- Optimize utilization of resources / support
- Pipeline Development and Management
- Responsible to keep CoreLog system upto date
- Ensure that CoreLog is updated on a regular basis to maintain accurate reporting
- Responsible to be first receiver of RFI (Request for Information) from Customers and subsequently ensure timely completion and return.
- Drive the management and accuracy of industry and market research information to support pipeline and business development efforts.
- Maintain and up-to date and accurate library of presentation sets needed for business development and customer presentations including local, regional and global case studies.
- Proposal Management
- Drive and lead the management of RFQ’s (Requests for Quotations)
- Work with solution design team to ensure solutions are completed on time and incorporated into the responses to customers.
- Prepare and present customer presentations in response to RFQ and any other customer presentation.
- Manage and lead the RFQ process from start to finish.
- Be involved with commercial and contractual discussions as required to close opportunities and contractual discussions.
REQUIREMENTS:
- Degree in related field
- Relevant transport management qualifications
- At least 7 years business development management working experience.
- Knowledge of distribution IT software + MS OFFICE
- Solid understanding and experience of theory and practice of supply chain management, Warehousing and transportation in particular
- Ability to communicate effectively to operations heads, gather necessary information and implement the right solution.
- A flexible approach to work
- Excellent communications and organisation skills and problem solving abilities
- The ability to work under pressure
- Ability to initiate Top to Top engagement.
- Team Player
- Ability to Travel locally and regionally
- Ability to participate in a growth environmenT
Tanggal ditayangkan: 08 September 2020, ditutup tanggal 08 October 2020