Global Key Account Manager (Cargo)
As a Global Key Account Manager (GKAM) for Qatar Airways Cargo (QR cargo), you will maintain and develop strong relationships with QR Cargo’s latest and most strategically important customers. You will be assigned a cluster of global accounts and will perform your job from our Head Office base in Doha, Qatar. You will be responsible for achieving target revenue, volume quotients and the delivery of strategic account objectives as prescribed in the customer strategy and account plan across all regions.
The GKAM represents at the most senior level, the entire range of company products and services offered to the assigned customers and is accountable for business retention, as well as business development and customer satisfaction levels on a global scale.
Accountability:
- Establish and maintain close working relationships with all key decision makers within the assigned customer portfolio, and act as the relationship custodian for the assigned accounts globally.
- Maintain a controlled account plan for each assigned customer organization, delineating the customer strategy and the corresponding sales activities, resource allocation, accountable personal, timelines and project records.
- Direct and coordinate with all related company personal, including sales planning, marketing, product customer experience, sales support, contracts, field sales and the other functional and regional teams in order to meet account plan objectives and customer satisfaction targets.
- Manage the communication flow across divisions ensuring awareness of customer needs and expectations, committed performance standards, satisfaction levels, risks and opportunities. Closely coordinates VP and C level involvement in customer management.
- Carrying forth a leading role in driving new business and hold the responsibility for the effective on-boarding of new business.
- Drive loyalty and business retention through the application of an extensive sales toolkit, such as customer incentive mechanisms, to maintain and grow the partnership.
Qualifications
To be successful in this role you will be educated to degree level, preferably in a commercially oriented field with a minimum of 7 years’ experience in a similar role. You will have existing relationships at a senior level with top air cargo freight forwarder segment within the air cargo related industry. A detailed understanding of the airline cargo value chain with professional experience in a range of key products is required for this role.
You will have a proven record of performance in sales with account management experience and a good track record of sales achievements. An experienced and proven negotiator, you will possess strong decision-making and problem solving skills. Excellent relationship building and interpersonal skills are the key to success in this role together with strong commercial acumen. You should be able to spot and interpret market trends.
Effective communication skills in spoken and written English are essential.
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