Key Responsibilities:
1. Participation in RFQs/Tenders:
- Receive, analyse, and interpret key tender documents to understand the scope of work required.
- Generate and evaluate cost estimates for the scope of work.
- Collaborate with internal operations teams to assess the feasibility and capability of fulfilling the tender requirements.
- Prepare and submit quotations and other necessary tender documents.
- Design and propose solutions tailored to meet tender requirements.
- Present and pitch solution designs to customers.
- Lead negotiations throughout the tendering process.
- Manage the onboarding process for new accounts upon successful bids, ensuring a smooth transition and integration.
- Review key contract terms with the Contract Manager before advising top management.
- Submit the reviewed contract for top management approval and signatories.
2. Project Implementation/Management:
- Identify and engage key internal stakeholders (Operations, HR, Safety, etc.) to form a project team.
- Align on key project objectives and brief team members on customer requirements, scope of work, key action items, and timelines.
- Manage key action items and ensure timelines are met through regular interactions and follow-ups.
- Oversee the implementation process during the hypercare period to ensure compliance with customer requirements.
- Conduct periodic reviews of project implementation status and address any gaps.
3. Managing and Expanding Key Accounts:
- Maintain and strengthen relationships with key customer contacts and stakeholders, with a focus on long-term retention and satisfaction.
- Develop, maintain, and align key strategies with existing accounts to ensure continued business growth.
- Serve as the primary escalation point for all key accounts, addressing concerns promptly and effectively.
- Compile, track, manage, and report KPIs with key customer accounts.
- Conduct regular formal reviews with customers to discuss performance, opportunities for improvement, and potential for additional business.
- Negotiate existing commercial rates with key accounts to ensure competitive pricing while maintaining profitability.
- Engage customers on existing and new projects to drive further collaboration and secure additional opportunities.
- Identify areas for improvement through continuous feedback from customers and proactively propose solutions.
- Qualifications:
- Diploma or Bachelor’s degree in Logistics, Supply Chain Management, Sales, or a related field.
- Proven experience in key account management within the logistics, transport, or supply chain industry.
- Strong project management skills with the ability to lead and motivate cross-functional teams.
- Excellent communication, negotiation, and presentation skills.
- Ability to analyse complex tender documents and create effective solution designs.
- Strong customer focus with a track record of developing and maintaining successful client relationships.
- Ability to work under pressure and manage multiple priorities.
