Manager Key Accounts

LUFTHANSA CARGO AKTIENGESELLSCHAFT; Singapore; On-site; SGD 120,000 - 170,000; Full time

Job summary

Lufthansa Cargo AG is seeking a Manager Key Accounts (Manager Level) based in Singapore to lead regional/global key customers. The role focuses on opportunity management, strategic development, and global partnerships with decision-makers across Global, Business, and Premium Partners.

Responsibilities include rate offers, transportation agreements, RFQs/NRAs, and KPI monitoring. Travel within Asia-Pacific and Germany is required; strong communication and negotiation skills are essential.

Qualifications

• Bachelor’s degree in Business Administrations, Logistics, Commerce, Marketing.
• Min 5 years of relevant work experience in the logistics or airline industry.
• Knowledge and practical experience in operational airfreight management, logistics and the worldwide airfreight market.
• Analytical and conceptual thinking, ability to combine strategic thinking with operational doing.
• Professional sales and negotiation skills.
• Advanced level of communication.
• Cultural Awareness.
• Business Administration and Performance Management.
• Competition Compliance.

Responsibilities

• 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 Lufthansa Cargo’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).
• Negotiates Global Incentive Agreements, monitors progress and cooperates with partners to reach targets.
• Represents LCAG product and service portfolio to customers and at events.

Skills

Negotiation skills

Communication skills

Analytical thinking

Sales skills

Cultural awareness

Business administration

Performance management

Compliance

Education

Bachelor’s degree in Business Administrations, Logistics, Commerce, Marketing

Job description

Goals

The Manager Key Accounts (Manager Level) is responsible for the strategic and operational management and development of defined key customers on a regional and/or global level.

The Manager Key Accounts (Manager Level) is responsible for maintaining a close business relationships on a corporate level with the decision makers of Global, Business and/or Premium Partners and he acts as anadvocate for his customers within the Lufthansa organization.

The main focus of the role is opportunity management, conflict resolution, strategic customer development while supporting the company’s goal of reaching financial and non-financial KPI (Key Performance Indicators) and PI (Performance Indicators).

Tasks

Within the targets set by the Head of Key Account Management Region, the Manager Key Accounts (Manager Level) 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 Lufthansa Cargo’s (LCAG) 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 Lufthansa Cargo AG (LCAG) guidelines based on the LCAG 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/XX-K), Head of Sales & Handling (F/GC) and/or Manager Sales
  & Handling (F/GC-G)
• Identifies new business potentials in the region for LCAG and provides guidance during development and
  implementation processes according to set LCAG guidelines and in close cooperation with the Head of Key
  Account Management Region
• Provides business development data, regularly visits partners, LCAG 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
• Provides sales support for LCAG subsidiaries (e.time:matters).

Relationship Management

• Is responsible for presenting the LCAG product and service portfolio as well as providing sales support and
  consultancy to customers
• Represents LCAG at trade fairs, customer councils and other events to enhance value of customer relationship
• Performs escalation support: central touch point for the Key Account Manager’s direct counterpart on customer
  side regarding major claims, complaints, irregularities and other cases of customer conflicts or business at risk;
  the Key Account Manager 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; the Key Account Manager (Management Level) 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 LCAG managers at all levels to support and achieve
  regional and local objectives
• Performs all other duties assigned or delegated by supervisors

Experience and Qualifications:

• · Bachelor’s degree in Business Administrations, Logistics, Commerce, Marketing
• · Min 5 years of relevant work experience in the logistics or airline industry
• · Knowledge and practical experience in operational airfreight management, logistics and the worldwide airfreight
  market
• · Analytical and conceptual thinking, ability to combine strategic thinking with operational doing
• · Professional sales and negotiation skills
• · Advanced level of communication
• · Cultural Awareness
• · Business Administration and Performance Management
• · Competition Compliance

Environmental influences or other encumbrances

• · Mobility and willingness to travel to locations within the Asia & Pacific region and Germany
• · Ability to perform under pressure, work independently as well as part of a team
• · Assessment screening

We regret only shortlisted candidates will be notified.