Job Overview:

The Key Account Manager (KAM) is responsible for developing and executing strategic account plans that drive revenue growth, strengthen customer relationships, and enhance customer satisfaction. This role requires strong business acumen, consultative sales expertise, and the ability to manage high-value accounts effectively. The KAM will serve as the primary point of contact for key customers, ensuring alignment between client needs and company solutions while fostering long-term partnerships.

Key Responsibilities:

Strategic Key Account Management:

• Develop and implement key account plans that align with both customer objectives and company sales targets.
• Act as the primary point of contact for key accounts, ensuring engagement and satisfaction with company products and services.
• Collaborate with internal teams to optimize account management strategies and ensure seamless execution of business objectives.

Business Development & Revenue Growth:

• Identify and capitalize on upselling and cross-selling opportunities, including spreaders, service contracts, and technical solutions.
• Lead the negotiation and finalization of major contracts, ensuring mutually beneficial outcomes.
• Work closely with the regional sales team to meet or exceed revenue growth targets within key accounts.

Relationship Building & Stakeholder Engagement:

• Establish and maintain strong relationships with key decision-makers, including C-level executives, technical managers, and procurement teams.
• Serve as a trusted advisor, providing consultative support and insights on company solutions tailored to client needs.
• Maintain consistent communication with stakeholders to align company offerings with evolving customer goals.

Client Satisfaction & Service Excellence:

• Ensure high levels of customer satisfaction by working closely with technical support, after-sales, and supply chain teams.
• Monitor and enforce Service Level Agreements (SLAs) to guarantee exceptional service delivery.
• Gather and analyze customer feedback, using insights to drive continuous improvements in service and product offerings.

Cross-Functional Leadership:

• Work closely with product development, marketing, after-sales, and supply chain teams to deliver comprehensive solutions.
• Ensure seamless execution of strategic account plans by aligning internal teams with customer priorities.
• Identify customer challenges and develop collaborative solutions that enhance business outcomes.

Market & Competitor Analysis:

• Stay updated on industry trends, emerging technologies, and market developments relevant to container handling and port operations.
• Conduct competitive analysis to identify market opportunities and strengthen company positioning.
• Use market intelligence to support negotiations and drive competitive advantage.

Contract & Financial Management:

• Ensure profitability of key accounts through effective pricing, contract renewals, and cost structure management.
• Develop and manage the key account budget, ensuring efficient resource allocation for sales growth and customer satisfaction.

Reporting & Performance Tracking:

• Monitor key sales metrics and account performance to ensure targets are met and growth remains on track.
• Conduct and present quarterly and annual account reviews to customers and internal stakeholders, ensuring transparency and alignment.

Requirements

Education & Experience:

• Bachelor’s degree in Business, Engineering, or a related field (MBA is a plus).
• 7+ years of experience in key account management, sales, or business development, preferably in container handling, marine, or port-related industries.
• Proven track record in managing high-value accounts, achieving sales targets, and handling large, complex contracts.

Skills & Competencies:

• Strong knowledge of the Container Terminal and Marine industry.
• Expertise in sales strategies, negotiation, and contract management.
• Excellent relationship-building skills, with the ability to establish long-term, trust-based partnerships.
• Strong financial acumen, including understanding contract profitability and total cost of ownership.
• Exceptional communication and presentation skills, capable of engaging stakeholders at all levels.
• Ability to manage multiple large-scale projects, ensuring on-time delivery and customer satisfaction.
• Proven ability to develop customer-centric, innovative solutions to meet complex business challenges.

Other Requirements:

• Willingness to travel globally as required.
• High level of initiative and ability to work independently while collaborating across teams

Benefits

Chan Chee Meng
EA 07C3069
R1110620