Key Account Manager - Corporate Industrial

$140,000 - $170,000/Yr

Kuehne + Nagel - Los Angeles, CA

Full-time - Mid Level

Los Angeles, CA

10,001+ employees

Support Activities for Transportation

About the position

Are you thinking about advancing your career with one of the most successful logistics organizations worldwide? Here at Kuehne+Nagel, our Los Angeles (West Coast) team is looking for a new Key Account Manager - Corporate Industrial to join our Sales team. As a Key Account Manager for the Industrial/Solar vertical, you will be responsible for the end-to-end commercial customer journey, which includes all relationship management and business development activities related to a dedicated portfolio of major accounts in the assigned scope of responsibility (GKAM or Network KAM). This role is pivotal in ensuring that our customers receive the highest level of service and that their needs are met effectively. In this position, you will directly manage key accounts in accordance with agreed targets and goals, based on company guidelines. You will elicit customer needs and sell the Kuehne+Nagel offer portfolio. A deep understanding of the customer's organization, decision-making process, business model, and competitive environment is essential. You will negotiate rates and service contracts with customers, ensuring that all commercial requirements are documented and maintained as needed by the business units. Your expertise in the vertical service offerings of Kuehne+Nagel will be crucial in this role. You will comply with Kuehne+Nagel's sales management processes and systems, ensuring correct and timely updates in our CRM/CoreLog system. Monitoring monthly performance against set targets will be part of your responsibilities, and you will take immediate actions in case of deviations, including timely and accurate reporting. An account plan must be in place based on the Key Account Planning Process and signed off by the respective sales manager. You will also effectively hand over and transition new business into operations to ensure that customer requirements and Kuehne+Nagel commitments are met. As a Key Account Manager, you will motivate team members and actively contribute as a Network KAM to accounts that are not under your global leadership. Communication across the organization is vital to ensure proper account positioning internally. You will engage Kuehne+Nagel leadership on both general and business management levels to ensure proper operational execution. Regular and structured review sessions with assigned customers will be conducted to discuss continuous improvement, innovation, customer strategy, priorities, and operational excellence delivery.

Responsibilities

• Directly manage Key Accounts in accordance with agreed targets and goals based on company guidelines.
• Elicit customer needs and sell Kuehne+Nagel's offer portfolio.
• Understand the customer's organization and decision-making process.
• Negotiate rates and service contracts with customers, ensuring documentation of all commercial requirements.
• Maintain expert-level understanding of Kuehne+Nagel's vertical service offerings.
• Comply with Kuehne+Nagel's sales management processes and ensure timely updates in the CRM/CoreLog system.
• Monitor monthly performance against set targets and take immediate actions in case of deviations.
• Ensure that an account plan is in place based on the Key Account Planning Process and signed off by the respective sales manager.
• Effectively hand over and transition new business into operations to meet customer requirements.
• Motivate team members and contribute as a Network KAM to accounts not under global leadership.
• Communicate across the organization to ensure proper account positioning internally.
• Engage Kuehne+Nagel leadership for operational execution and conduct regular review sessions with assigned customers.

Requirements

• Bachelor's or First University Degree in International Studies, Business, or Engineering.
• 2-5 years of international experience.
• 1-2 years of leadership experience, both direct and virtual.
• Broad knowledge of Supply Chain - Logistics (Air, Sea, Road, CL, IL).
• 5-10 years of experience in Sales.
• Proven business development track record in up and cross selling, solutions, consultative selling, persuasion, and negotiation.
• Ability to manage internal and external stakeholders effectively.
• Ability to travel both internationally and domestically as needed.
• 2-5 years of project management experience (preferred).

Nice-to-haves

• Experience in the Industrial/Solar vertical.
• Strong analytical and problem-solving skills.
• Excellent communication and interpersonal skills.

Benefits

• 401(k)
• Health insurance
• Tuition reimbursement