Responsible to strengthen Client relationships and grow Client Net Revenue through Houston and Americas Service Agreements:
Define and manage an overall sales plan in accordance with goals and objectives for the account including:
Client engagement strategy
Client's political and hierarchical structure to establish Agility as a trusted advisor at multiple levels, up to officer level.
Network of account managers in multiple regions and levels, in matrix environment.
Engage, develop and maintain short and long-term financial forecast by account.
Responsible for assisting and facilitating in the preparation of MSA/GSA RFQ's and Bids.
Responsible for identifying the competitive service strengths and weaknesses of the company and making recommendations to constantly improve.
Responsible for reviewing and reporting monthly performance
Responsible for understanding Agility pricing and cost components
Responsible for other Client pursuit focused actions: sales presentations, writing proposals, implementation, creating and adding to existing marketing materials
Ensure CRM/One View compliance with training, KPI's and monthly reporting.
Responsible for identifying market trends and competitive solutions, engage Network in delivering to our Clients.
Engage and align Network at Regional, Area and Country level with Client decision makers, and opportunities.
Align with Agility General Forwarding Global Account leadership and be accountable on Clients that cross over to Project Specialties: Oil, Gas, Mining, and Capital Projects.
Educate and inform the Network on Master and Global service agreements and their applicability.
Engage in service delivery issues, making recommendations to operating management for timely and complete issue resolution.
Monitor profitability of Client portfolio at Gross Revenue, Net Revenue and EBITDA levels.
Communicate regularly on Strategy, Plan, status against each and significant successes.
Operating Style & Qualities:
The Strategic Account Manager:
Establishes and maintains long-term strategic Client relationships.
Develops and implements solutions which integrate products, services and Network.
Leverages synergy between regions and trade lanes eliminating barriers
Achieves results through effective project proposals, negotiations and customer engagement models
Acts as a strategic partner and key influencer, understanding the customer's priorities, personal objectives and attitudes towards Agility and competitor offerings
Mines existing accounts for new opportunities to provide products, services, and solutions that enhance the customer's supply chain performance and reduce costs to develop compelling proposals that lead to growth with the assigned account(s)
Has financial acumen required to provide accurate forecasting data and to construct/convey plausible financial plans
Adheres to company processes and procedures
Demonstrates the highest ethical standards and customer care, exemplifying Agility's values
Demonstrates commitment and results-orientation, strives to maximize account performance and achieve growth targets
Bachelor's degree or equivalent in business or related field
10 years' experience and extensive knowledge in Oil & Gas, Mining, Power, Infrastructure Projects and Freight Forwarding
Successful history of managing and growing revenue and EBIT
Strong business, operations, and technical aptitude
Account management, project planning and management skills required
Excellent networking, interpersonal and influencing skills needed to communicate and command respect at all levels, manage in a matrix environment and create networks across diverse technical, cultural, and language groups
The position requires good written and verbal communication skills and the ability to communicate effectively in a diverse multicultural environment. English is the principal language for Agility Logistics, however, the SAM position may require proficiency in other languages as necessary to be effective in the company culture and geography of the assigned portfolio of customers/
Proficient in CRM, Microsoft Office applications and other technical software.