Key Account Manager

Lufthansa Cargo AG; Hong Kong; On-site; HKD 420,000 - 700,000; Full time

Job summary

Lufthansa Cargo AG in Hong Kong seeks a senior account manager to drive opportunity management and relationship development for regional customers. You will create rate offers, sign transportation agreements, and pursue long-term growth across the product portfolio.

The role emphasizes strategic sales, RFQ/NRA processes, and coordination with regional teams to optimize performance and customer satisfaction.

Qualifications

• High school diploma/GED required.
• Commerce degree preferred with focus on economics and/or marketing, logistics management; or several years of experience in a comparable position in sales organization required.
• 5 years of professional experience in the airline industry
• Fluency in English language required
• CV/Resume and Motivation Letter required
• Company will not provide relocation assistance
• Must possess a legal work permit in Hong Kong

Responsibilities

• Create rate offers, with and without guarantee of transportation.
• Enter into transportation agreements with customers.
• Create growing additional business focusing on all aspects of the company’s Product Portfolio and initiating long term business.
• Build business intelligence for each account through sales data evaluation and regular contact with customers.
• Develop business in line with company strategy with Global/Business/Premium Partners in cooperation with regional leadership.
• Identify new business potentials and guide development and implementation.
• Provide business development data and attend corporate events as needed.
• Prepare and complete RFQs and/or NRAs; negotiate Global Incentive Agreements.

Skills

Fluent English

Sales & Negotiation

Analytical Thinking

Communication Skills

Education

High school diploma/GED

Commerce degree preferred

Job description

Within the targets set by the Head of Key Account Management Region, this position performs the following duties:

Opportunity Management

• Creates rate offers, with and without guarantee of transportation
• Enters into transportation agreements with customers
• Creates growing additional business focusing on all aspects of the company’s Product Portfolio and initiating long term business
• Builds up the business intelligence for each account through evaluation of sales data and regular contact with the customer(s), e.g. attending industry events
• Develops business according to the company's guidelines based on the company's strategy with Global, Business and/or Premium Partners including its affiliated companies and acquisitions in close cooperation with the Head of Key Account Management Region(F/XA-K), Head of Sales & Handling(F/GC or F/GC-G)
• Identifies new business potentials in the region for the company and provides guidance during development and implementation processes according to set the company's guidelines and in close cooperation with the Head of Key Account Management Region
• Provides business development data, regularly visits partners, HQ and attendance as needed at corporate events in close cooperation with the Key Account Managers in other regions
• Works on solutions and initiatives to drive business. Ensures engagement with proper customer contacts - Prepares and completes RFQs (Requests for Quotation) and/or NRAs (National Rate Agreements)
• Negotiates Global Incentive Agreements, monitors and communicates progress and works in cooperation with partner(s) to reach its targets

Relationship Management

• Is responsible for presenting the company's product and service portfolio as well as providing sales support and consultancy to customers - Represents the company at trade fairs, customer councils and other events to enhance value of customer relationship
• Performs escalation support: central touch point for direct counterpart on customer side regarding major claims, complaints, irregularities and other cases of customer conflicts or business at risk; this position is responsible for transferring to respective internal departments for resolution.

Customer Satisfaction and Performance

• Assists with and resolves global, regional and local discrepancies and is recipient of escalated matters - Participates and contributes to Cargo Forum and Business Partner Advisory Board
• Active management of all KPI (Key Performance Indicators) and PI (Performance Indicators) for the assigned customer; this position is assigned direct responsibility or indirect involvement and is responsible for continuous monitoring of developments, identification of causes and effects, initiation of corrective actions in collaboration with other departments being involved or responsible.

General

• Maintains close working relationships with respective managers at all levels to support and achieve regional and local objectives
• Performs all other duties assigned or delegated by supervisors.

Requirements

Are you ready to Take-off with us? Know more about the requirements:

• High school diploma/GED required
• Degree in commerce preferably with focus on economics and/or marketing, logistics management; or several years of experience in a comparable position in sales organization required
• 5 years of professional experience in the airline industry
• Fluency in English language required
• Analytical and conceptual thinking, ability to combine strategic thinking with operational doing
• Professional sales and negotiation skills
• Advanced level of communication
• Business Administration and Performance Management
• Competition Compliance.
• CV/Resume and Motivation Letter required
• Company will not provide relocation assistance
• Must possess a legal work permit in Hong Kong