Position: Global Account Manager Transportation/Logistics (m/w)

 

 

a vital part of your world - the world’s largest provider of electronic security solutions and services! As a part of a highly diversified global corporation that provides thousands of products and services vitally important to residential and commercial customers our client provides products and solutions that range from electronic security and alarm monitoring to fire-fighting equipment and loss prevention among many others. To further grow the business with globally operating large customers in the Continental Europe region we're now helping our client in looking for a Global Account Manager Transportation & Logistics (m/w).

Location: Home Office

Page with further details: http://www.pape.de

The Position

• The position is part of the Global Accounts team in Continental Europe headquartered in the company's German office near Dusseldorf and will be focussing on defined Global Accounts in the Transportation and Logistics Vertical Market Sales environment.
• The position is defined as a senior level sales position responsible for creation of new market share through sales of a broad range of products and services to new targeted opportunities as well as the sale of expanded products and services to existing customers within the assigned account portfolio.

This includes the following specific duties and responsibilities:

• Personally contact and secure profitable new business through relationships with multiple level contacts, including the “C” level executives, within large customer organizations, typically with multiple site locations across country lines.
• Manage all aspects of assigned accounts within their portfolio, including but not limited to: opportunity identification; pre-sales planning; deal execution; post sales installation planning and follow up; customer issue resolution relating to invoicing, service and other issues in order to ensure a high level of post-sales satisfaction and facilitate long term relationships with strong potential for repeat business.
• Utilize expertise in Transportation/Logistics, consultative selling skills, strong relationships and structured marketing and sales plans for target and existing accounts, in partnership with internal resources, and enhance market share through new customer creation, the addition of new addresses with existing customers and customer subsidiaries and the sale of new technologies.
• Work with the Global Accounts Director in order to achieve targeted sales growth for the Global Accounts Division at a rate and profit margin consistent with the strategic business plan. Responsible for new business sales, sale of new technologies and maintaining and growing existing customer base.
• Develop and maintain marketing and account penetration plans to identify and monitor opportunities. Plans include but are not limited to customer parent-child relationships, assessment of current state of account; competition within the target; key decision makers; overall security budget; funding sources; issues/pain points within the target and within the customer’s marketplace; current solutions, technologies and products; opportunity for new product and service offerings; and action plan to optimize security spend potential throughout the assigned account.
• Create and maintain a sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status and next steps.
• S upport management in roll-up of monthly financial forecasts through accurate forecasting, negotiating and financial planning in designated accounts.
• Further develop existing, and establish new business relationships throughout target customer organizations, including “C” level executives.
• Identify key executives within the customer organization by position and by name with the goal of a specified number of face-to-face meetings with various levels of the customer organization to include the key decision makers by specific dates with the goal of closing profitable sales.
• Assume the lead role in the preparation and delivery of customer presentations.
• Ensure a high level of post-sales satisfaction and facilitation of long term relationships and strong potential for repeat business, the incumbent will be responsible for working with customers and the appropriate company personnel to actively resolve customer requests and issues related to invoicing, service and other matters.
• Maintain an in-depth knowledge of the complete line of products/services and customers’ business issues and needs through in-house training and reading/research.
• Adhere to current company policies, procedures, products, programs and services.
• As required, share information with Sales leadership regarding relevant business issues and industry information for utilization in development of market specific action plans and sales strategy.
• Assist management in developing cross selling business strategies and tactics.
• Represent the company at trade shows as required.

The ideal Candidate

• The prime requirements for any candidate are: profound industry knowledge, the ability to talk to C-level executives, and a proven sales track record in selling solutions, building and maintaining relationships, hunting for new business opportunities and international key accounting.

Furthermore the ideal candidate fulfills the following requirements:

• College Degree in Sales/Marketing, Business, other related fields preferred.
• Minimum of five (5) years commercial sales experience, including three (3) years of successful major accounts sales experience in the Security, Transportation & Logistics or other Technology Sales industry.
• Demonstrated consistent ability to meet and exceed quota
• Proven ability to interact effectively with executive level and industry/segment professional organizations.
• Understand the Transportation/Logistics environment and understand that business segment with relevant experience either selling to or working with the Transportation/Logistics industry.
• Entrepreneurial attitude, leadership ability and ability to be a team player at all levels of the organization.
• Ability to comprehend, develop and effectively execute business plans, account portfolio management, and opportunity analyses.
• Ability to read, analyze, and interpret general business documents (terms and conditions, technical procedures, etc.)
• Excellent oral, written and presentation skills, with the ability to present to senior level executives within the customer and internal organizations
• Strong business acumen and solid understanding of sales to the applicable vertical market
• Action Oriented, Drive for Results, Customer Focus, Interpersonal Savvy, Organizational Agility, Conflict Management, Managing Diversity, Peer Relationships, Problem Solving, Technical Learning, Time Management.
• Ability to travel 25%; Valid driver's license with a clean driving record; Work in company and customer locations, and home office.
• English fluency is a must!

The position offers a challenging task with lots of dynamics and perspectives in an exciting growth market and the opportunity to learn, create and influence. Are you interested? Then pls. send your documents via email to Jürgen Rohrmeier, 0174 3056946, juergen.rohrmeier@pape.de

E-Mail to: Jürgen Rohrmeier