Key Account Manager (1st Shift) - Portland OR/REMOTE at APL Logistics Americas in Scottsdale, Arizona

Job Description:

JOB DESCRIPTION



Overview:


In partnership with the broader account team, you will be the customer ambassador, with a mission to develop the top line for your defined customer program, while driving value and aligning with your customer's overall goals and objectives. You will connect customer needs to existing capabilities, while working in partnership with proper SME's to drive the development of future solutions that will add recognized value to your customer. This position should work with your community of peers to share best practice, and develop new initiatives with the key account that are in alignment with the account's business and supply chain strategies.

This role plays an integral part of the global account management effort to develop business partnerships with the account at multiple levels of the customer organization, while also driving new business expansion opportunities for APLL. Your customer will see you as a trusted advisor who they will seek guidance from regarding business challenges that require creative solutions. You will perform as a strategic consultant, with ultimate responsibility to understand our customers' needs and requirements, and then propose solutions that add value and build long lasting partnerships.

As the Key Account Manager, you will work in close collaboration with your counterparts at origin, as well as all functional and product leads, to develop solutions that will contribute to the top line growth of your defined customer program. You will not operate within an environment of constraints, but instead will operate within an environment of possibility when addressing new solution opportunities.

While overall responsible for the growth of the regional customer program, it is critically important that this position works very closely with the entire global account team community, and key customer stakeholders, to ensure clarity of understanding on the solutions sold and that the execution of these defined services are set up for success.



RESPONSIBILITIES



Responsibilities:


• Responsible for the management, growth, and revenue retention of global account portfolios with combined revenue generation of more than USD $10 million/year.

• Customer retention and revenue leakage held at < 2% for managed accounts

• Strategic focus and understanding of regional customer key priorities/objectives over a multi-year time horizon

• Continuous CM growth, achieved through continuous optimization of customer program

• Proactively identifies new opportunities, increasing the footprint of business and solutions with assigned customer(s), ensuring an attractive and sizeable pipeline and high closing ratio.

• Regularly conducts structured review sessions, aligning with customer's strategic objectives and priorities, offering continuous improvement and innovation.

• Competently connects virtual account teams, ensuring true global customer representation, collaborating with related program management resources globally, exchanging best practices and sales leads.

• Driver of owned initiatives within the regional development roadmap, working in partnership with the Key Account team.

• Effectively translate newly sold customer programs to ensure that customer requirements and the commitments of APL Logistics are met.

• Gain and continuously develop a deep understanding of APLL's services/overall capabilities in order to ensure that you can optimize the manner in which APLL is executing

• Conduit back to APLL to drive service/solution development based upon customer needs/future vision, always ensuring that APLL is one step ahead of competition when it comes to being the partner of choice.

• Responsible to mobilize internal stakeholders around value creation opportunities and to work closely in leading cross-functional teams to develop creative solutions to meet customer needs.

• Driver/orchestrator of storyboard, solutions, pricing development and RFQ responses for both customer initiated tenders and proactive APLL top line development opportunities.

• Mutual engagement with peer network to bring best practice initiatives/concepts back to your customer

• Orchestrate and drive engagement of APLL and customer senior leadership, to ensure that strong relationships are developed/nurtured at multiple levels of the customer and APLL organization (via one on one calls, top to top meetings, etc).

• Ensure that any potential risks related to the customer program are raised expeditiously so they can be dealt with swiftly, whether related to delinquent payments, impactful service issues, etc.

• Ultimate owner of regional customer SOA.



QUALIFICATIONS



Qualifications:


• Bachelors degree preferred or equivalent professional experience

• Minimum 5 years of relevant international transportation/logistics experience; international order management preferred.

• Minimum 5 years of experience involving direct customer interaction/ownership.

• Ability to comply with APL Logistics travel policy


Requirements


• Confirmed ability to maintain and grow senior level customer relationships across multiple levels of an organization

• Creative ability to develop sales strategies and solutions; presenting innovative solutions to customers

• Strong verbal and written communication and presentation skills

• Strong leadership skills in managing cross functional teams to meet objectives

• Excellent written and verbal communication skills

• Customer driven; action-oriented

• Strong interpersonal skills

• Strong financial analysis, negotiation, and problem solving skills

• Strong leadership skills across cultures and within a matrix environment

• Strong ability to organize priorities in a dynamic environment

• Proven ability to drive revenue growth

• Display original thinking and creativity while generating new opportunities in support of the customer/organization.

• Ability to travel both domestically and internationally, in adherence with the defined APLL travel policy


Key Result Areas:


• Program expansion through new services/solutions in response to customer goals/objectives

• Revenue Growth (as defined within PMT)

• Contribution Margin growth (as defined within PMT)

• NPS or equivalent customer satisfaction scoring of 'x' (to be determined) (Customer understanding and recognition of APLL value generation for their organization)


Candidates must be within 250 miles of an APL Logistics facility or office.


The typical starting salary range for this position is: $103,950 - $150,000.

The actual salary offer will take into account multiple factors including skills, experience, education and location. Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes bonus and benefits.



Candidates are eligible for the following benefits:


• PTO
• Company Bonus Plan
• 401(K) SAVE Plan
• Annual Fixed Contribution
• 9 paid holidays
• Medical, Dental, Vision, and Life & Disability coverage
• Voluntary Benefits
• Accident/Critical Illness/Hospital Indemnity Benefits
• Tuition reimbursement and student loan assistance
• Employee Assistance Program (EAP)
• Health Savings Account (HSA) with employer funding and wellness incentives
• Flexible Spending Account (FSA)
• Employee Referral Program



ABOUT US



MAKING THE IMPOSSIBLE, POSSIBLE


APL Logistics provides innovative, global supply-chain solutions across Automotive, Consumer, Industrial and Retail markets. These solutions include Order Management, Distribution & Fulfillment, Customs Brokerage and Transportation products delivered across six regions. We also pioneered the use of visual data analysis and offer a robust Data Management and Analytics product suite to help you understand and solve complex problems that span systems and processes. Our brand was built alongside a culture of deep customer focus and attention, and we are known for providing flexible solutions to complex problems.



AT THE HEART OF OUR OFFERING IS A GLOBAL, CROSS-FUNCTIONAL ABILITY TO MANAGE CUSTOMER ORDERS FROM ORIGIN ALL THE WAY TO FINAL DESTINATION VIA A NETWORK OF GLOBAL PROFESSIONALS.



EEO Statement for US-



The company is committed to and supports equal employment opportunity and affirmative action to all employees and applicants for employment. Equal employment opportunity means equal treatment of employees and applicants without regard to the following legally-protected characteristics: race, color, religion, creed, sex (gender identity), pregnancy (including childbirth and related medical conditions), sexual orientation, marital status, national origin, ancestry, age (40 and over), medical condition, genetic information (including characteristics and testing), veteran status, physical or mental disability status or any other legally-protected status.