Local Key Account Manager

Toll Group; Gurugram District; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Toll Group in India is seeking a sales-focused professional to manage a portfolio of customers and uncover new revenue opportunities within the logistics sector. You will engage in rate negotiations, develop strategic client relationships, and coordinate with Global Leads to drive growth and profitability.

The role emphasizes proactive account management, cross-selling within existing clients, and close collaboration with operations to improve sales performance and service delivery.

Qualifications

• Pro-actively manage and develop relationships with your allocated portfolio of customers.
• Identify and pursue new sales opportunities within allocated portfolio, including cross selling.
• Lead rate negotiations and closely engage with network resources.
• Develop and implement strategies to increase revenue from the allocated portfolio.

Responsibilities

• Regular business reviews with clients to ensure KPIs are met (monthly, quarterly, yearly).
• Actively involved in rate negotiations and coordination with Global Leads as required.
• Cooperate with the account owner and operations teams to improve sales processes and performance.
• Provide feedback to management on progress of sales activities and potential barriers.

Job description

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge - big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post - www.tollgroup.com

Strategy & Capability:

• Pro-actively manage and develop relationships with your allocated portfolio of customers
• Actively identify and pursue new sales opportunities within allocated portfolio, including cross selling
• Develop & implement strategies & tactics to increase revenue flows from the allocated portfolio
• Develop & implement strategies & tactics to grow newly identified strategic clients for the country/region
• Conducting regular business reviews with clients to ensure agreed KPIs are met. Monthly, quarterly and annual review
• Actively involved in rate negotiations in the area of responsibility and/or closely engage with network resources
• Closely cooperate with overall account owner (Global Leads) if required

Growth & Innovation:

• Identify and be alert to new business opportunities within customer organization to generate new revenue opportunities; coordinate with the (Global/Regional) Account Owner to gather information to further qualify the opportunity for pursuit and development
• Implement latest IT tools available within the Sales organisation or clients of strategic importance
• Look for opportunities to improve sales process & performance, in collaboration with the operation teams
• Provide feedback to manager on the progress of sales activities and any potential barriers to the achievement of targets

Operational Excellence:

• Maintain data compliance to showcase new opportunities (e.g. pipelines, account plans,)
• Support & work closely with your operation team to ensure the levels of customer service is met or exceeded
• Proactively manage client escalations, such as shipment delays and issue resolution
• Work with the Product Heads and Operation teams to ensure maximum support is given
• To ensure that the personal knowledge of all relevant TOLL products and/services is up to dates at all times.
• Implement tools & technologies available with the client as required/available

Maximising Profitability:

• Attracting new opportunities and develop existing clients to generate additional volume & profit
• Oversee contract preparation & deal negotiations, ensure compliance to company standards
• Monitor & support the finance team with the collection of daily sales outstanding - DSO (if required)
• Actively monitor client developments & report or escalation to line Manager & functional reporting lines

Putting the Customer First:

• Build key contact and relationships within Toll Network. Ensure the business works together to align with One Toll strategy
• Implement, coordinate & follow up Group & Divisional Client Centricity initiatives
• Actively participate & lead business opportunities of strategic importance
• Participate in face to face customer meetings
• Serve as the single point of contact for communication with the assigned customer and manage to the customer service level agreements, standard operating procedures (SOP), contractual obligations and/or other agreements within the customer

What moves you?

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.

Are you excited about this role but are concerned you don't meet all the requirements? If you have similar skills and are willing to learn. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you're interested in this role but your past experience doesn't align perfectly then please talk to us - you may be just the right candidate for this or other roles we have coming up.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.

To find out more about us visit www.careers.tollgroup.com

You must be entitled to work in India and be prepared to undertake pre-employment checks including a criminal history check and medical.