National Key Account Manager – Sector Head Hi -Tech

Department: Air & Ocean

Location & region: Hanoi, Vietnam

Job Purpose

Primary purpose of the role – briefly describe in one or two sentences why the job exists:

- Building business strategies to expand our footprint and customer base in the Hi-Tech Industry

- Defining, aligning and coordinating action plan with Local Management and Regional Hi-Tech Sector Head

Key Accountabilities

Main areas of focus and accountability of the role – detail in order of importance the main areas of accountability of the role:

1. Consolidate knowledge on customer:

• Act as CEVA Logistics main Sales entry point for Hi-Tech customers

• Secure approved/Preferred vendor status from Key account.

• Consolidate and update customer knowledge (decision makers, influencers, volume potential, incumbents, industry challenges/opportunities, strategic expectation) and CEVA Logistics performances.

2.Set Goals:

• Develop CEVA Logistics market share and profitability through customer’s operations across the network

• Develop and implement the sales action plan by monitoring own actions and those of the dedicated sales team, if any.

• Review CEVA Logistics performances and quality indicators which have been contracted with customers

3.Build action plan:

• Plan and monitor growth with the dedicated network sales team aligned with customers flows.

• Optimize sales awareness and development within network through CRM

• Plan monthly meetings with Local BD Head and REG Sector Head to pilot growth and sales activities

4. Increase share of wallet and achieve GM target:

• Monitor GM monthly and achieve Locally controlled and Nominated Budget targets.

• Ensure disputes / complains are settled promptly & payments are received within credit limit & period

• Ensure constant Value generation towards the customer’s business, through initiatives and projects

5.Lead tenders:

• Lead local tenders or local part of regional/global tenders and participate to sign-off with respective MO parties

• Design and present tenders to customers with supporting CEVA functions and expertise.

• Call on regional/corporate steering committee to arbitrate financial, sales or operational disputes linked to local or international contract management

6.Team Management:

• Ensure and monitor team compliance to the CEVA’s Code of Conduct and Company’s regulations

• Ensure team understanding and implementation on CEVA’s Value in daily work behaviours

• Plan and monitor team performance including give coaching and counselling needed to deliver expected outcomes

• Plan and monitor team development together with HR Division

7.QHSE:

• Participate in the set-up and follow-up of internal standard procedures to enhance productivity and transparency

• Maintain acceptable Health, Safety and Environmental risk levels in his/her area of responsibility

• Ensure the compliance with applicable legal requirements

Organizational Context

How the role fits into the team, department or business unit – (preferably) attach an organization chart which shows manager, peers and direct reports of the role. In addition complete the following detail:

- Number of direct reports: TBD

- Total employees managed: TBD

- ‘Dotted’ line reports: TBD

Key Working Relationships

The most significant and most common working relationships relating to the role. Detail the nature of the relationship and the frequency of the interaction:

External:

• All customers Hi-Tech

Internal:

• Country Management, product and BDs.

Resource Management

The financial, infrastructure or people resources managed by the role. Quantify resources wherever possible and detail the impact the role has on these resources: N/A

Knowledge, Experience & Skills

The knowledge, experience and skills required to undertake the level at a fully competent level:

Education & Qualifications:

- Essential: College or University Certificate

- Desirable: Major in Logistics, Supply Chain,Foreign Trade, Marketing or Business Administration is preferable

Experience

- Essential:

Having experiences in import and export, freight forwarding or shipping lines

Having experiences in account management managerial and/or customer relationship management experience

Specialist Knowledge & Skills

- Essential: Good knowledge of air & Ocean products & services

- Desirable: Good knowledge of ground and contract logistics products and services

- Interpersonal & Communication Skills

- Essential:

Good in communication and negotiation

Strong organizational and management skills

Good presentation skills