Global Account Manager

Kintetsu World Express; Düsseldorf; In loco; EUR 90.000 - 150.000; Tempo pieno

Descrizione del lavoro

Kintetsu World Express seeks a Global Account Manager in Düsseldorf to lead and grow international Healthcare and Life Sciences accounts. You will own global and EMEA responsibilities, align regional priorities, and coordinate cross‑functional teams across procurement, quality, IT and operations.

The role emphasizes GDP/temperature‑controlled logistics, compliant processes, and strong executive relationships, with regular international travel and a full‑time commitment.

Competenze

• Significant experience in global or regional strategic account management, business development or consultative logistics sales.
• A track record of developing complex international customers across countries and functions.
• Commercial judgement covering qualification, pricing, negotiation and profitability.
• Confidence with senior customer stakeholders and difficult conversations.
• Strong analytical skills and disciplined execution.
• Excellent written and spoken English; additional languages are an advantage.
• Willingness to travel internationally and work across time zones.

Mansioni

• Create and maintain global or regional account plans with customer priorities and actions.
• Lead the global strategy as Global Account Manager for designated accounts with EMEA ownership.
• Set a focused growth agenda across countries, lanes and solutions.
• Build trusted relationships with procurement, supply chain, operations, quality and executives.
• Develop business across air, ocean, road, warehousing, customs and end-to-end solutions.
• Own and support RFQs, rate reviews and contracts in line with ownership.
• Qualify opportunities for strategic fit, profitability, feasibility and risk.
• Monitor revenue, volume, gross profit, pipeline and performance.
• Negotiate with discipline and maintain transparent commercial mechanisms.

Conoscenze

Strategic account management

Global accounts

Commercial judgement

Stakeholder management

English proficiency

Descrizione del lavoro

Healthcare focus, with combined global and EMEA regional account responsibility

Build global partnerships. Turn customer complexity into repeatable, profitable growth.

A hands-on commercial leadership role connecting customer strategy, regional execution, quality, pricing and operations.

Role at a glance

Job title

Global Account Manager

Primary focus

Healthcare and Life Sciences customers

Dual account scope

Global ownership of designated customers and EMEA Regional Account Manager responsibility for selected customers headquartered outside EMEA

Additional scope

Selected accounts in other verticals, as business needs evolve

Location

Düsseldorf, Germany, Europe - with regular international travel

Employment

Full-time

The purpose of the role

The Global Account Manager owns the strategic development of an assigned portfolio of international customers. The initial emphasis is Healthcare and Life Sciences, where reliability, compliance, temperature integrity and customer trust are essential.

Alongside leading designated customers globally (headquartered inside EMEA Region), the role supports selected customers headquartered outside EMEA as their Regional Account Manager for EMEA. In this capacity, the role represents regional priorities, coordinates EMEA execution and works closely with the Global Account Manager located in the customer’s home region.

The portfolio may also include selected customers from other industry verticals. Across all assignments, the objective is to turn customer insight into coordinated action, sustainable revenue and gross-profit growth.

What you will own

Strategic account leadership

• Create and maintain global or regional account plans with customer priorities, decision makers, white spaces, risks, financial ambition and clear actions.
• Lead the global strategy as Global Account Manager for designated accounts for which EMEA holds global ownership.
• For customers headquartered outside EMEA, act as the EMEA Regional Account Manager, align regional priorities with the respective Global Account Manager and represent EMEA opportunities in the global account plan.
• Set a focused growth agenda across countries, trade lanes and solutions.

Customer growth and executive relationships

• Build trusted relationships with procurement, supply chain, operations, quality and executive stakeholders.
• Develop business across air, ocean, road, warehousing, customs, control tower and end-to-end solutions.
• Lead or support strategic customer reviews and executive meetings, depending on the account role.
• Identify unmet needs and shape opportunities before they become formal RFQs.

Commercial ownership

• Own and support RFQs, rate reviews and contract renewals in line with the assigned global or regional responsibility.
• Qualify opportunities for strategic fit, profitability, feasibility, risk and scalability.
• Monitor revenue, volume, gross profit, pipeline, win rate and customer performance.
• Negotiate with discipline and maintain a transparent commercial mechanism as market conditions change.

Healthcare and Life Sciences focus

• Understand pharmaceutical, biopharma, medtech and other sensitive healthcare supply chains.
• Work with Quality, Operations and product experts on GDP-sensitive and temperature-controlled solutions.
• Apply working knowledge of cold chain, packaging, validated routing, visibility, escalation governance and healthcare warehousing.
• Ensure proposals and implementations reflect required quality and compliance standards without positioning the account manager as the operational quality owner.

How you will work

Global and regional coordination

• Coordinate account managers, country sales, operations, quality, procurement, RFQ, pricing, IT and management around one customer plan.
• Clarify whether KWE holds global ownership in EMEA or whether the role represents EMEA under a Global Account Manager based in another region.
• Maintain clear roles, governance, escalation paths, owners and milestones.
• Connect origin and destination teams around priority lanes and support implementation and stabilisation.

Performance and improvement

• Define customer-specific KPIs and governance with Operations and Quality.
• Use data to identify service gaps, margin leakage and growth opportunities.
• Lead structured recovery and escalation discussions when performance or confidence is at risk.
• Maintain disciplined follow-up until agreed actions are closed.

Market presence and internal leadership

• Represent KWE at selected customer events, industry forums and account workshops.
• Share account intelligence and customer requirements across the organisation.
• Help local teams understand the account strategy and how they can contribute.
• Bring a practical, solution-oriented voice to complex cross-border discussions.

What success looks like

• Stronger global and regional stakeholder relationships
• A qualified pipeline converting into sustainable volume and gross profit
• Clear cooperation between the EMEA Regional Account Manager and the responsible Global Account Manager
• Reliable governance, accountable follow-up and improving customer performance

Key performance indicators

• Account-plan quality and milestone execution
• Pipeline, RFQ conversion and growth in strategic lanes or solutions
• Volume and gross-profit development
• Customer retention, share of wallet and stakeholder coverage
• Service recovery, regional alignment and CRM discipline

What you bring

Required

• Significant experience in global or regional strategic account management, business development or consultative logistics sales.
• A track record of developing complex international customers across countries and functions.
• Commercial judgement covering qualification, pricing, negotiation and profitability.
• Confidence with senior customer stakeholders and difficult conversations.
• Strong analytical skills and disciplined execution.
• Excellent written and spoken English; additional languages are an advantage.
• Willingness to travel internationally and work across time zones.

Highly valued

• Freight forwarding, contract logistics or complex international B2B services experience.
• Healthcare and Life Sciences exposure, particularly GDP-sensitive or temperature-controlled logistics.
• Knowledge of GDP, IATA CEIV Pharma or ISO-based quality management.
• Experience with global RFQs, QBRs, SOP governance, CRM and account-planning tools.
• You think globally but act practically.
• You can lead directly when you own the account and collaborate effectively when another region holds global ownership.
• You influence without relying on formal authority.
• You move comfortably between strategy, numbers, customer meetings and operational detail.
• You bring clarity to ambiguity and follow through.

Reporting and interfaces

Portfolio: Initially weighted toward Healthcare and Life Sciences. The assignment combines Global Account Manager responsibility for designated accounts with EMEA Regional Account Manager responsibility for selected customers headquartered outside the region. Selected accounts from other verticals may be added where appropriate.

Key interfaces: Global and regional account teams, country management, Sales, RFQ and Pricing, Operations, Quality, Procurement, IT, Legal and Corporate Headquarters.