How you create impact

Develop industry specific business development competence in Kenya and the East Africa Cluster.

Retain and grow the value of the key customers in terms of:

Overall volume and turnover improvement through new customer/logo hunting, 

Opportunity development of all Kuehne +Nagel's core services, 

Engagement of key customers in any of Kuehne + Nagel's new product development efforts 

Maintain/grow profitability of key customers. 

Ensure the timely and successful delivery of our solutions according to customer needs and objectives.

Ensure all information related to the key customers is current and accurate in the K+N system (Corelog); Customer Relationship Management System (CRM) and that all visibility is maintained for the benefit of all stakeholders.

Operate as the lead point of contact for all matters specific to your customers.

Build and maintain strong, long-lasting customer relationships.

Liaise and meet with operations on customer’s requirements, Monthly Business Review (MBR) & Quarterly Business Review (QBR) discussions for all National Key accounts.

Identify service issues, initiate corrective action and ensure issues are resolved timeously.

Develop a trusted advisor relationship with key customer stakeholders.

Communicate clearly the progress of monthly/quarterly initiatives to relevant stakeholders.

Forecast and track key account metrics.

Understands the customers business model and business environment as well as the competitive environment of the customer. 

Complies with K+N sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system).

Monitors monthly performance (pipeline, wins, losses, request for proposal (RFP) opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (inclusive. timely / accurate reporting)

Ensures that account plan is in place based on the Key Account Planning Process, template and signed off by the respective sales manager.

Effectively hands over new business/shipments into operations through RACI (Responsible, Accountable, Consulted & Informed) model to ensure that customer requirements and K+N commitments are met.

Conduct regular and structured review sessions with assigned customers including process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery.

Champion the digital solution utilization for all the assigned accounts and collaborate with the digital solution experts in ensuring increased usage.

What we would like you to bring

Bachelors / First University Degree in International Studies, business, engineering, Supply chain from a reputable Academic Institution.

Minimum of 5 years’ work experience in a global, regional or national key account capacity, with proven record of business development. Experience within the customer vertical, Supply chain management experience, including extensive understanding in Fourth-Party Logistics (4PL) and Consultative Selling

Preferred industry experience - Forwarding/Logistics (broad knowledge of Air, Sea, Road and contract logistics)

Advanced computer skills 

Fluent in English & Kiswahili language

Regular local and overseas travel

Valid driving license & vehicle