Job Description

Has responsibility for managing and maximising business results for one
or more assigned accounts/clients.
Based in Sealand Asia’s HQ in Singapore, the Strategic Account Management team is responsible for Commercial performance and activities of Key Clients and Runway customers and driving the Vertical ambition of mid to large-size BCO within Sealand’s business. In this position, the incumbent will have the opportunity to acquire skills and knowledge in both ocean and integrated logistics
We offer
In the area of Job Knowledge

• Learn the dynamics of Intra-Asia trade which is the world’s fastest growing trade and the APA region which is a rapidly important consumer market
• Learn about asset optimization and leveraging across products & brands
• Learn about strategic long-term business planning
• Learn about Client Relationship Management

In the area of Self Development

• Stakeholder management across diverse cultures, both internal and external
• Interpersonal, influencing and negotiation skills
• Team work & co-operation
• Interpersonal skills
• Senior leadership engagement

Key responsibilities
Development of Runway business
You will have ownership and responsibility of increasing Runway customers’ Intra-Asia ocean footprint directly and leveraging ocean to win integrated logistics through Maersk Sales. You will be responsible for the customer’s account plan, target setting, follow up, control and corrective actions.

• A Strong focus on Client Relationship Management, both strategic and tactical
• Together with the Head of Strategic Account Management, Vertical Lead and Maersk KCR community, develop strategies for the customers assigned to you to achieve profitable growth in ocean and expand footprint in integrated logistics.
• Together with product, country teams and Maersk KCR, put together solutions/value propositions, recommend service enhancements and highlight service deficiencies to enhance customer experience for customer
• Together with Maersk KCR in Asia Pacific region, build and convert L&S pipeline
• Work with all internal stakeholders to up-keep customers’ service level agreements
• Actively use various sales tools including SFDC, Negotiation Platform, Performance Dashboards, AFLS to monitor performance and manage the business
• Prepare customer presentations, service proposals and conduct business reviews

Ocean Contract Management

• Own the annual/periodic ocean contracting process and responsible for:
• Extract value and growth from tender bids (ocean and ocean-plus)
• Accurate input into RFI and RFP.
• Negotiate the final contract with the Runway customer within parameters set by and agreed upon internally. Responsible for overall Runway profitability during contracting.
• Make recommendations to Product teams for exceptional pricing, terms and conditions.
• Monitor and manage adherence to agreed commitments, terms, and conditions, including outstanding freight, bunker trigger and credit provisions including development of corrective action plans where required.
• Follow-through on tender nominations, ensuring volume commitments are kept by customer particularly on the profitable corridors and products
• Work within agreed pricing/filing tools and processes of contract management.
• Measure and communicate performance to key stakeholders

Vertical growth
You will assist Vertical lead with the strategy of the Vertical assigned to you that extends to mid to large-size BCO in Expertise & Ambition segment.

• Work closely with Vertical responsible in SAS countries to build competencies and capabilities and grow the Vertical.
• Engage closely with the group’s Vertical community to align strategy, direction, share success stories so that we can replicate wins and learn from losses to strengthen on the value proposition.

We are looking for

• At least 3 years’ experience in Account Management and/or Commercial function
• Strong personal brand
• Those with experience in both Liner and Logistics will be prioritised
• Familiar with handling and negotiating annual tenders from end-to-end
• Able to work independently with strong ownership
• Customer centric mindset
• A strong communicator and negotiator
• Excellent team player