Regional Manager, Key Account Management Fashion APAC

Regional Account Management Representative

The Regional Account Management Representative is focused on managing and developing strong relationships with existing key customers as well as acquiring new key customers within a region. The success of the role is driven by the promotion of tailored solution-oriented services across all Hellmann products and by a complex external and internal stakeholder management.

Key responsibilities:

• For key accounts in own book of business: Prepare, execute, monitor and continuously improve account plans/business plans
• For key accounts in own book of business: Conduct sales forecasting, planning, and budgeting processes and prepare corresponding reports on account status
• For key accounts in own book of business: Deliver personal sales plan in CRM and Corporate Planner
• Adhere with and execute sales strategy and sales as provided by regional sales leadership
• Adhere with and execute binding guidelines and standards on sales-related structures and processes
• Support Products in enhancement of product/service portfolio and corresponding pricing (e.g. identify business opportunities based on customer needs feedback, deliver commercial feedback from market/customers to Products)
• Drive and support Products regarding individual product design for customers
• Create written offers and offer/service presentations for the customer in alignment with Products
• For key accounts in own book of business: Ensure acquisition of new target customers and enhancement of existing customer relationships with the goal to retain and expand HWL business
• For key accounts in own book of business: Generate tender leads and support timely delivery of compelling and value generating proposals
• Identify and convert sales opportunities in collaboration with Products (e.g. determine the customer's requirements, conduct customer workshops, drive opportunity assessments to ensure most promising leads are being pursued)
• For key accounts in own book of business: Maintain effective customer records in CRM system (opportunities, visits etc.)
• For key accounts in own book of business: Negotiate contracts within commercial and operational parameters defined by Product and in close alignment with Products and Geos (e.g. involvement of operational managers responsible for coordinating and fine-tuning the operational processes when negotiating conditions, establishment of service level agreements and standard operating procedures)
• For key accounts in own book of business: Ensure renegotiation of prices if necessary (triggered by Product; within boundaries given by product)
• For key accounts in own book of business: Serve as an escalation level for commercial and operational customer issues and assist with challenging client requests, as needed
• For key accounts in own book of business: Support profitability management and AR management
• Support local sales activities at SME customers within own area of expertise (e.g. transfer of industry-specific knowledge, attendance at client meetings)
• Coordinate with product to clearly communicate the progress of monthly/ quarterly initiatives to internal and external stakeholders
• Support the definition and implementation of marketing initiatives
• Accountable for risk review of operational contracts within the responsibility of Key Account Management (as determined by the management board), negotiation and proposal to relevant authority for approval in line with applicable LoAs and ensuring involvement of all required Supporting Functions

Job requirements:

• Excellent interpersonal skills, sales talent
• Strong communication and presentation skills
• Good listening and moderation skills
• Excellent command of spoken and written English and Mandarin
• Good team player, effective in building good relationship with the people and teams he / she will be working with
• Degree holder or equivalent industry specific qualification
• Minimum 5 years of relevant sales experience for industry vertical Fashion, in international freight forwarding / logistics industry

Inclusion and social diversity are firmly anchored values in our corporate culture. Regardless of gender, age, any disabilities, religion, ethnic origin or sexual identity: We are looking forward to meeting you!