The Role
The Account Manager will report to the Senior Business Development Manager and will be responsible for growing sales as new business forming an extensive network, hunting key client accounts, ensuring exceptional service delivery, and driving revenue increment through new accounts building and strategic sales efforts.
This role is essential in expanding and maintaining our client base in the secured logistics industry in Singapore.
Responsibilities
- Growing net new business and new pipeline. He / she must have a deep understanding of our market & competition to develop appropriate winning sales strategies and apply the sales and solutions expertise, in conjunction with in-house subject matter experts. Most importantly - have a high conversion efficiency of sales pipeline.
- Manage newly acquired customers through their first show cycle to ensure a positive experience and provide resolution advice where necessary, working with other departments (e.g. Cash-In-Transit, Operations or Security)
- Plan and organize all related sales activities starting from prospecting through to closing business in line with the Sales Process.
- Work closely with the Director, Cash Management and execute sales strategies and sales objectives.
- Leveraging marketing campaigns, demand generation & triaging of leads across direct and indirect channels;
- Proactively driving opportunities to upsell / cross sell.
- Perform additional responsibilities as assigned.
- Client Relationship Management: Build and maintain strong, long-term relationships with key client accounts. Serve as the main point of contact for clients and address their needs, concerns, and inquiries promptly
- Account Growth: Develop account growth strategies, identify upsell and cross-sell opportunities, and work to increase revenue and profitability within the assigned accounts.
- Sales and Quota Achievement: Achieve or exceed assigned sales targets and quotas through effective sales strategies, including identifying new business opportunities within existing accounts.
- Client Needs Assessment: Understand clients' needs and tailor solutions to meet those needs. Collaborate with the operations and logistics team to ensure seamless service delivery.
- Account Planning and Management Develop account plans, including forecasting and setting objectives for each account. Regularly review and adjust plans as needed; ensure prompt payments from clients.
- Communication and Collaboration: Collaborate with internal teams such as operations, customer service, and logistics team to resolve clients’ concerns and service issues, ensure that client SLA are met or exceeds clients’ expectation and to provide a unified client experience.
- Contract Management: Manage contract renewals, negotiate contract terms, and ensure all contractual agreements meet company standards and compliance requirements.
- Reporting and Analytics: Prepare and present account performance reports and provide insights and recommendations for client retention and growth strategies.
- Market Insights: Stay informed about industry trends, market developments, and competitor activities, and share this information with the team to enhance service and offerings.
Requirement for the Position
- Diploma or degree in business, sales, or a related field.
- 3 - 5 years sales/ tele-sales experience (proven sales track record) in hunting role, preferably in the secure logistics industry
- Demonstrable experience/track record performing in a new business hunter role in a solution based B2B environment, ability to meet and exceed sales targets.
- Preferred to have an established network of Clients/Customers/contacts at all levels within the Industry and associated markets
- Self-motivated, sales-driven and able to work independently as well as part of a team
- Excellent negotiation, communication, and presentation skills.
- Experience in complex sales situations and demonstrable history of Sales KPI delivery
- Written & Verbal Communication succinct & professional email, LinkedIn, phone
- Time management and prioritizing key opportunities / prospects.
- Stakeholders management within a range of different customers
- Strong understanding of logistics international movements of goods, freight forwarding, or logistics would be an added advantage
