Global Account Manager, Central Canada

Global Account Manager, Central Canada

Sales Talent Group has been retained by a global company to conduct a search for Global Account Manager, Central Canada. The client is a global leader in the transportation and logistics industry.

This role is 80% remote, with 20% required in the Toronto office. The role is accountable for the assigned territories across Central Canada. The successful candidate must be based in Toronto. The successful candidate must have solid sales experience with multinational, global accounts in the logistics industry. It is a full-time role, with a very competitive compensation package and company benefits. The role reports to the Regional Manager, Central Canada.

Summary

Global Accounts require high level focused and strategic management because of their complexity and geographical diversity. By establishing a central point of management (GAM) for these accounts, our client provides their regional offices with the direction and support to drive consistency in sales and services across regions.

Global Account Definition:

o Multiple decision centers

o Integrate multiple logistics services between multiple origins and destinations

o Complex logistics requirements

o Represent high revenue levels, typically $80k + per month in GM

o Business awarded through Global tender process

o Structured Review Process (Benchmarks, KPIs, QBRs, etc.)

The GAM maximizes the retention and development of the group’s business - globally. Delivers leadership needed to acquire and manage multinational accounts. Also offers internal support to our client’s offices to ensure service excellence. Make available external support ensuring our client is exceeding their customers’ expectations.

Responsibilities:

· Portfolio & Acquisition

• Identify and communicate relevant changes in clients and key competitor’s organizations.
• Define and communicate the added value “pointers” with group partners to harmonize and maximize approaches taking place in all relevant locations.
• Energize the effort aimed at positioning our client as a strategic partner of the customer, by proposing solutions that add value to the customer’s business and improve its reputation.
• Implement a structured program that helps our client properly execute their services across regional boundaries in their effort to meet and exceed their global accounts expectations.
• Direct the relevant client’s operational management personnel on Global Accounts issues.
• Ensure proper implementation and transition of Global Accounts (execute what was sold)
• Monitor and follow targeted global customers of a specific segment of the sector, by direct commercial contact, participating in networking, following industry publications, websites, and all other sources of commercial information.
• Ensure regular dialogue to promote teamwork, problem solving and risk sharing.
• To provide senior level interface between the Client, our client’s Operational structure, and our client’s Senior Management.
• Network at Global and Board level with key decision makers and influencers.
• Ensure a “common approach” throughout the group to any major issue that may arise.
• Develop and sell new business to Tier 3 accounts with the decision maker based in Canada, GM retained in Canada.
• Determine the group’s relevant added value in terms of network, services, systems, human resources, licenses, hard assets (infrastructures, equipment) and policies.
• Develop and support Tier 1 & Tier 2 accounts assigned globally.
• Identify and map all relevant decision makers worldwide and interact with the network to organize a coordinated (synchronized and harmonized) approach to the global account.
• Lead and coordinate the response to RFIs/RFQs with the Pricing and Procurement Team(s).

· Retention

• Ensure that clients and relevant subcontractors are satisfied with our client’s performance.
• Identify new opportunities (services, lanes) for existing customers.
• Organize internal business reviews, business reviews with the customer, and overall operational plans to support the global strategy, including time scales, resources, reporting, arrangements etc.
• Determine and manage any risk to delivery of services.
• Ensure formal KPI, reporting data commitments are met and reviewed (internally & externally)
• Assist and guide relevant our management in the resolution of problems.
• Ensure that clients meet their contractual obligations and mitigate differences.
• Ensure all QHSE, Compliance and Integrity commitments are met.
• Maintain credit and collection policies of the company.
• Manage changes in senior personnel internally and externally.
• Communication and information sharing of the best practice models - idea sharing that works can help other accounts.
• Lead and manage customer teams ensuring there is efficient communication between all members of the team, adequate reporting and a common understanding of service expectations and solutions.
• Drive a Customer Development Plan (set performance target and prioritize opportunities) to grow revenues and profitability.
• Negotiate and Manage compliance with the main contracts (non-local ones).

Education and Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

Must have international experience, minimum four years related industry experience and/or training. Proven track record of sales success. BA Required advanced degree a plus.

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Supervisory Responsibilities

Support Operational Key Account Manager (OKAM) for a specific client.

About

Our client is one of the 500 largest companies in the world, it now holds strong positions in all activities around three business lines: Transportation and Logistics, Communication, Electricity Storage and solutions. This role is a part of the Transportation & Logistics division which includes engaging with an international and visionary group. A group that constantly embarks on new undertakings. A group that invests and innovate.