Key Account Manager - Logistics Solutions

GEODIS, a global leader in supply chain operations, ranks among the top companies in Europe and worldwide. As part of SNCF Logistics, a business line of the SNCF Group, GEODIS holds the leading position in France and ranks fourth in Europe. With a direct presence in 67 countries and a global network spanning over 120, GEODIS offers extensive international reach.

Through its five lines of business – Supply Chain Optimization, Freight Forwarding, Contract Logistics, Distribution & Express, and Road Transport – GEODIS manages customer supply chains by providing comprehensive, end-to-end solutions facilitated by our people, infrastructure, processes, and systems.

We are seeking talented individuals for the Key Account Manager position to join our team in Hanoi.

Key Responsibilities:

Sales Strategy:

- Contribute to the sales strategy for assigned Corporate Accounts to achieve portfolio growth targets.

- Develop specific strategies for the assigned Corporate Accounts portfolio.

- Drive cross-selling initiatives within the country.

- Increase GEODIS's share of business within the assigned customer portfolio and their subsidiaries or affiliates.

Account Management:

- Develop and maintain strong customer relationships to enhance the overall client portfolio, safeguard sales revenue, and ensure customer satisfaction.

- Ensure consistent service delivery and pricing aligned with integrated solutions.

- Expand the share of business and deepen relationships within customer organizations, identifying key influencers, gatekeepers, and decision-makers in Vietnam. Align with Regional and Global KAMs to further penetrate the client organization.

- Employ a consultative selling approach with assigned accounts to identify their supply chain challenges and develop value-creating solutions that increase engagement and GEODIS's share of wallet.

- Proactively manage and resolve account issues using continuous improvement principles to enhance service levels.

- Improve client satisfaction through formal feedback and customer surveys.

New Business:

- Identify and target new business opportunities with customized propositions.

- Support and lead local sales efforts to develop business within the assigned client portfolio.

- Participate in VM Activities by supporting presentations to prospects and other clients, showcasing best practices and innovative solutions from your accounts.

- Work with the VM manager to develop standardized offerings from customized solutions deployed for your customers.

- Engage with the VM manager, product stakeholders, IT, and management teams to create value-added service offerings that can be presented to clients.

Management Information:

- Gather, consolidate, analyze, and report management information.

- Utilize CRM for all RFQs, calls, and meetings.

- Track key indicators such as volume, revenue, gross profit, and manage yield.

- Provide feedback to the company on competitor information gathered through ongoing contact with strategic customers.

- Provide timely and accurate reporting of relevant details as required.

Business Planning:

- Drive behavior towards strategic engagement and value creation for the assigned portfolio of accounts and strategic targets.

- Manage pipeline size and quality.

Organizational Culture:

- Embody GEODIS's five core values and act as an ambassador by demonstrating these values in all interactions.

Leadership:

- Guide, develop, and motivate local account managers to effectively sell, maintain, and support assigned clients.

- Ensure customer cards are in place and used to drive opportunities, innovations, and growth strategies.

- Provide hands-on management of accounts across [Country] using standardized tools such as QBR decks, Issue Logs, Communication and Escalation Matrices, and Monthly reports, ensuring their maintenance by local Account Managers.

- Regular international business travel is required.

- Irregular working hours associated with business travel should be expected.