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Director, Key Account Development- Aerospace

Director, Key Account Development- Aerospace
Washington
Job description
Understands and translates the needs of a Strategic Customer so that the sum of the orchestrated services rendered fulfills or exceeds the customer's expectations, thereby developing and enhancing a long-lasting, profitable and rewarding business partnership. The Key Account Manager (KAM) is the "lead" senior sales position, responsible for a determined number of strategic customers in the Vertical as defined by KN. This position acts as the lead and coordinator of the synchronized sales campaigns. This KAM specifically will focus on the Suppliers and Contractors to the Governments and Departments of Defense. As such, experience with and a network within the Military & Defense contractors is required. Due to the laws and regulations covering this market segment, the KAM will need to be a US Citizen in order to execute this job.
Your tasks and responsibilities
Responsible to know the decision and organizational layer of the Strategic Customer and marries KN management with Strategic Customer management
Together with the Aerospace Vertical Owner, create and manage the network of sales resources around the given Strategic Customer(s) in North America (Canada, USA and Mexico)
Working with the Aerospace Vertical Owner, determine the required resources within KN to capitalize on value creation opportunities
Responsible as the "primary" lead for the management of the Strategic Customer Business Plan jointly developed with the Aerospace Vertical Owner
Set, meet and exceed business revenue goals agreed upon with the Aerospace Vertical Owner of the strategic customer(s)
Act as the single point for the selling of "all" KN services and solutions across all business fields (depending on customer, this may be in conjunction with a dedicated support representative from a given business unit)
Drive the RFQ response for their assigned Strategic Customer(s), either as the lead, or make sure regional support is assigned to drive offered business opportunity. (In the case of regional specific requirements or RFQs this would be taken up by local KAM assigned to the Strategic Customer, but drive and awareness is funneled through the KAM)
Conduct regular review sessions and arrange at a minimum of one "white board sessions", (global discovery session) with their assigned strategic customer(s)
Build and maintain strategic relationships with key contacts within customer organizations to understand opportunities for KN
Need to be the "voice" to the Aerospace Vertical Owner and Senior KN Management of identified issues before they become problems
Maintain close communication with customer and KN's operations to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results. Direct operational issues to the correct operational owner
Reports in agreed intervals Strategic Customer development to the Aerospace Vertical Owner
Constantly update their own know-how and skills and look for market/vertical information, activities and development
Your skills and experience
Undergraduate degree in logistics or related business field
Experience with Logistics processes, systems and solutions
Experience in and knowledge of the (North American) Aerospace and Aviation industry
Experience in, and knowledge of and network within the Government and Defense contractors industry
Requires a minimum of 5-7 years of logistics sales experience
Seasoned listening skills
Good analytical skills
Strong verbal and written communication and presentation skills
Self-disciplined, strong leadership and motivational abilities
Creative ability in developing sales strategies and solutions and in presenting innovative solutions to customers.
US Citizen or permanent legal resident
Good reasons to join
We offer competitive compensation, a comprehensive benefits package, employee discounts, tuition reimbursement, excellent training programs and a highly dynamic global work environment.
Contact
Kuehne + Nagel Inc - New York - Head Office
10 Exchange Place
Jersey City, NJ 07302-3920
About Kuehne + Nagel
With over 70,000 employees at some 1,300 locations in over 100 countries, the Kuehne + Nagel Group is one of the world's leading logistics companies. Its strong market position lies in the seafreight, airfreight, contract logistics and overland businesses, with a clear focus on providing IT-based integrated logistics solutions. Further information can be found at www.kuehne-nagel.com
Learn more >>
kncareers.com
Reference Number: req42743
Kuehne + Nagel Inc. is an Equal Employment Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, creed, religion, sexual orientation, sex, age, national origin, gender, gender identity, genetic information, uniform service, protected veteran status or disability, or any characteristic protected by federal, state, or local law with respect to employment opportunities.
Undergraduate degree in logistics or related business field
Experience with Logistics processes, systems and solutions
Experience in and knowledge of the (North American) Aerospace and Aviation industry
Experience in, and knowledge of and network within the Government and Defense contractors industry
Requires a minimum of 5-7 years of logistics sales experience
Seasoned listening skills
Good analytical skills
Strong verbal and written communication and presentation skills
Self-disciplined, strong leadership and motivational abilities
Creative ability in developing sales strategies and solutions and in presenting innovative solutions to customers.
US Citizen or permanent legal resident


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