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    Regional Head, Global Key Account - Singapur, Singapore - APL Logistics

    APL Logistics
    APL Logistics Singapur, Singapore

    1 week ago

    Default job background
    Full time
    Description

    This position in Asia is supporting the Asia sub-regions in achieving the annual and long-term business development targets with the clear expectation to proactively drive the growth, direction and development of key strategic accounts (both targeted and active) for the assigned global accounts. The incumbent will help drive and change the way of thinking and acting with the customers moving from a tactical to a more strategic, aggressive as well as solution orientated commercial selling effort while improving the general value proposition. This role also entails overseeing the program management team for the overall service delivery of programs and customers experience to allow growth and expansion of the programs within the community.

    Key Account Management & Business Development
    - Oversee and ensure the execution of the functional roadmaps by the teams.
    - Develop and implement strategic plans and planning process for assigned
    global accounts; includes maintaining and growing existing relationships with
    strategic accounts globally and support the organization's long term growth
    plans.
    - Direct the growth, management and deeper penetration of the region's new
    market and key accounts; include collaboration with different teams to finalize
    bids/proposals for submissions and propose price margins etc. to ensure the
    most effective and competitive responses for new opportunities.
    - Proactively identify new opportunities, increase the footprint of business and
    solutions with assigned customers and ensure an attractive and sizeable pipeline
    and high closing ratio.
    - Drive the strategy and storylines associated with new business opportunities.
    - Conduct regular review sessions to align with customers strategic objectives
    and priorities, adjusting the company's value proposition accordingly, offering
    continuous improvement and innovation.
    - Assess and identify barriers to growth; recommend solutions and eliminate
    these barriers.
    - Collaborate across regions to focus on retention and growth of Global Key
    Accounts (GKA).

    Customer Success & Relationship Management
    - Oversee the service delivery of regional customer programs for the assigned
    key accounts.
    - Review and agree with the Head of Program Management (PM) on the goals
    and deliverables of PM team.
    - Follow up with PM team regularly on [customer satisfaction and engagement
    and ensure service levels provided to customers meet agreed SLAs and KPIs
    while also enhancing profitability.
    - Retain a leading position with major customers and aggressively grow the
    medium size segment.
    - Evaluate and create solutions, help design new products and services to meet
    customers' requirements and exceed their expectations; ensure solutions are
    implemented successfully.
    - Utilize technological tools to analyze customers' portfolio and innovate to
    address customers' challenges.
    - Act as the last point of contact for customers' disputes, lead investigations and
    ensure resolution of service issues raised; introduce and ensure implementation
    of corrective action plans where necessary.

    Leadership & Financial Management
    - Deliver on the revenue and contribution goals for the assigned key accounts
    and budgets.
    - Prioritize and ensure revenue leakage is below the agreed percentage.
    - Establish KPIs and performance metrics for the team to ensure business
    objectives are achieved.
    - Lead, coach and build team capabilities to deliver and meet KPIs; optimize
    allocated resources and scalability; ensure success and efficient operation of the
    teams within the function.
    - Identify skills gap of the team and work cross-function and/or with external
    vendors where necessary to provide training and development opportunities to
    the team to close performance gap.
    - Share and drive best practices; review and update SOPs to streamline work
    processes and improve work efficiency.
    - Drive a culture of operational excellence.
    - Work with sub-function Head to identify, develop and plan for succession of
    mission critical roles.
    - Provide regular updates to key stakeholders and Senior Leadership team on
    teams' progress.

    Bachelor Degree or equivalent in Supply Chain Management, Business
    Management, Marketing or related field.
    - Minimum 10 to 15 years of experience in logistics or supply chain industry;
    including 5 years of experience in Business Development at regional level.
    Excellent communication, influencing and listening skills. Entrepreneurial
    mindset and strong problem solving skills.
    - Experience in creating and developing a high performance team with at least 5
    years of experience managing a team of 4 to 10 direct reports.

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