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ID:  86240
Location: 

Rhoon, NL

Account Manager

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Account Manager

Department

Sales

 

Sub department

 

Central Sales or Special Cargo or GA/IFF

Reports to

Manager Central Sales or Manager Special Cargo or Manager GA/IFF

Grade:

 

 

 

A. Career band:

Please choose between the below options. It is not possible to select multiple options

 

 

X Focus lies on Professional Expertise and Individual Contribution

 

 Focus lies on Management

 

# of direct reports:    _____N/A____________

 

# of indirect reports: _____N/A____________

 

 

 

B. Mission:

Describe below the primary purpose and function of this job. Why does the job exist in the company? 

Please formulate your answer as follows: which activities (a,b,c) will need to be completed in order to obtain the following results (x,y,z).

Develop and manage a customer portfolio in accordance with Agency Business Plan Management; Sell products and services related to it, while promoting Group image and values.

 

The overall goal is to grow the business, improve the customer experience and increase the loyalty factor of our key customers by building strong relationships with them and providing a great (customer) service.

 

 

 

C. Key roles and responsibilities:

List up to 5 - 7 key roles and responsibilities of this job. Additionally, please indicate the percentage of time spent on a monthly basis for each role/responsibility.

 

Roles/Responsibilities

 

 

% of time spent

  1. Account Management
  • Overall result responsibility for a portfolio of accounts that are considered as key accounts for CMA CGM (Holland) B.V. This applies for all trades and for export, import and cross trade
  • Plan and conduct face-to-face meetings in accordance with  commercial plan, customer segmentation model and overall trade objectives
  • Identify – each year – 5 new target accounts and build strategic plan how to secure their business
  • Provide short term and long term sales forecast for portfolio
  • Update sales tool kit
  • Ensure that each account have competitive rates on file at all times and that all agreed rates are filed correctly in Lara / relevant systems
  • Follow up on tenders
  • Gain customer knowledge by building account plans for key customers reflecting their potential, strategic value for CC and specific service needs
  • Act as an ambassador for non-controlled volume accounts that are assigned to your portfolio
  • Agree upon customer allocation needs and coordinate this with Trade  Management
  • Set sales targets for each customer (incl. concrete action plans how to achieve) and coordinate this with Trade Management
  • Problem solving
  • Open communication and strong interaction with Trade Teams (HO/Local) as well as with Sales Support Team

60%

 

 

 

 

 

 

 

 

 

 

 

 

  1. CGM-CGM+ (VAS) Selling
  • Sell Group products and services and Non-Maritime products (such as e-commerce, VAS, intermodal, CEVA) in compliance with the pricing policy
  • Create transparency on initiatives taken to drive the sales of these products

 

10%

  1. Finance
  • Strive to the highest degree of invoice accuracy and ensure that outstanding invoices are paid within agreed timeframe with customer
  • Manage that valid and updated credit agreements are in place at all times for those customers eligible for credit terms
  • Assist with dispute solving which is contract/quote/filing related

 

10%

  1. Performance Monitoring & Reporting
  • Ensure update of commercial data in the information system
  • Monitor and follow up on customers performance by using data analytics
  • Create high quality visit reports and file them in CRM
  • Identify customer’s volume potential and update this in Lisa MID
  • Report results, developments and sales activities on a regular basis to Sales Management

10%

  1. Meetings
  • Participate in sales meetings as defined by Sales Management
  • 1:1 Meetings with Manager Central Sales/Special Cargo/GA/IFF
  • Selectively participate in calls/meetings with Trade Management in HO Marseille
  • Joint customer visits to or with HO Marseille
  • Participate in commercial events and develop a professional network within her/his commercial area
  • Attendance of trade fairs and maritime conferences

 

10%

TOTAL

100%

 

 

 

D. Financial responsibility:

Responsibility for an operational budget. If so, please provide an indication on the budget size (EUR)

Operational budget not relevant. Commercial goals and budgets to be determined and reflected in annual appraisal process.

 

E. SuccessFactors:

Please provide a list of the most relevant factors which determine the success in this position.

  • Volume/revenue/contribution development
  • Customer satisfaction and loyalty factor
  • Incremental revenue streams generated from value added services and cross-selling
  • Specific targets, success factors and KPI’s to be defined in annual appraisals

 

 

F. Job requirements and qualifications:

Indicate the minimum education and experience for this position

 

Minimum education:

 

 HBO

Minimum relevant work experience:

 

Relevant working experience

Management experience

 

N/A

 

Less than 2 years

 

2-4 years

 

5-8 years

 

8-10 years

 

More than 10 years

 

 

 

 

 

 

 

X

 

 

 

 

 

 

X

 

 

 

 

 

 

 

 

 

 

 

License/Certification/Qualification:

 

  • Fluent in Dutch and English. French is a preference
  • Knowledge of MS Office software, CRM software and relevant CMA-CGM systems.
  • Driver’s license

Skills / Competencies:

 

  • Great communication skills (oral & written)
  • Customer focused and result driven
  • Building long term relationships
  • Team player
  • High degree of decision quality and problem solving skills
  • Able to create and deliver presentations
  • Excellent CMA-CGM product knowledge
  • Strong negotiation skills, able to close sales
  • Strong analytical skills
  • Self-motivated and goal-oriented
  • Seniority and excellent interpersonal skills
  • Time management and delegation skills

Other requirements:

 

  • Domestic / international travelling can be required
  • Willingness to work outside of regular office hours
  • Sales related tasks as required by management
  • Adhere to company guidelines and procedures  

 

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