Envirotainer is the world-leader in secure cold chain logistics solutions, primarily within the healthcare and biotech industries. The company manufactures and leases active temperature-controlled container solutions for air transportation, including validation, support, and service. Envirotainer operates through an open, global network of airline companies and logistics partners. The company is represented in nearly 50 countries around the world with headquarters in outside of Stockholm, Sweden.

Position: Global Key Account Manager, Forwarders

Department: Sales & Marketing

Reports to: Head of Global Key Accounts, Forwarders

Purpose of position

The position is to help drive the growth of Envirotainer by shaping, structuring, driving and executing Forwarder global key account management. Such activities will be based around the Sales Channel Strategy; by establishing strong relationships with the Forwarder Head Office, collaborations with the Forwarder commercial sales/departments in the Field and joint business activities with our Strategic Account Managers (SAMs). The Global Key Account Manager has commercial, strategic, and operational experiences working in the Forwarder/Contract Logistics space, along with key account management processes.

The position has no direct supervisory and/or line management responsibilities but will act as the driver/owner for Forwarder key account strategies, plans and activity management across the Envirotainer commercial department.

The position reports to Head of GKAM Forwarders and you are part of the Regional Sales team.

Responsibilities

Develop Forwarder key accounts:

• Proactively sell Envirotainer’s value proposition to assigned sales channels and educate for future needs. (Envirotainer company introduction, portfolio, services, etc.).
• Conduct commercial training of Forwarder sales channels.
• Actively engage in securing opportunities (RFQ, NPI, trip, conversion, agreement) managed by the sales teams (Envirotainer and Forwarder sales channels) in alignment with applicable process. 
• Perform regular global and local key account analysis to identify trends, new leads, opportunities and risks.
• Identify and escalate any customer complaints or risks to relevant internal stakeholders for resolution.
• Secure MLAs (Master Lease Agreements - new/renewals) with Forwarders and/or Integrators where strategically beneficial.
• Ensure sales channels receive training in the handling of ULDs. (Commercial and Operational).

Support your colleagues in their accounts and territories; along with their market development activities:

• Lead and actively participate in global / target key account team work and execute on assigned tasks in global/target key account plan.
• Support SAMs in generating budget, prognosis and monthly forecasting by sharing market information captured from the Forwarder sales channels.
• Optimize logistics requests together with Operations using a joint action plan.

Decide on the strategy and drive development of the Forwarder Sales Channels.

Create global/target key account plans:

• Lead and create high quality account plans for global/target key accounts with involvement from internal stakeholders.
• Perform continuous external analysis on trends, opportunities and challenges affecting sales channel, the pharma supply chain in general, and the assigned global key accounts more specifically.
• Map decision making process at global / target key account level and perform actions to navigate higher, wider and deeper in theglobal key account.
• Develop and own the global/target key account strategy for how to build and manage the Forwarder sales channel and actions for how to realize it.
• Develop an action plan with activities, deadlines and owners together with relevant internal stakeholders, e.g. Sales, Marketing, Operations, Compliance, Academy, Legal, Pricing, Finance, etc.

 Execute on global/target key account plans:

• Take measured steps to schedule meetings and prepare presentations/dialogue with involvement of relevant internal stakeholders.
• Take lead on creating long term agreements and customized commercial offerings to develop Forwarder sales channel and maximize lead generation.
• Leverage the current market offerings to maximize business growth.
• Take responsibility for leading communication between global /target key account HQ, regional and internal stakeholders.

Business development and prospecting activities:

• Attend and participate in relevant industry events, conferences and sponsored customer engagements.
• Drive activities with support from Marketing.
• Generate leads from assigned sales channels by scouting news and industry trade newsletters.

Ongoing business management:

• Support other GKAMs and SAMs in driving their leads and opportunities.

Drive improvement:

• Track and act on stipulated performance metrics that captures both leading and lagging indicators.
• Feedback opportunities and risks regularly to line manager.
• Seek feedback from peers to drive improvement of processes used by all sales.

Demands on the position

Professional capabilities

• Experienced and proven success in business-to-business/professional sales of advanced products, systems, and/or services.
• Strong general business experience and acumen.
• Highly motivated, structured worker, and a self-starter. Sales driven, thrives on “hunting” leads and developing new opportunities.
• Motivated by activity-based metrics and milestones. Self-secure appearance and ability to assert oneself.
• Excellent verbal, written communication, and presentation skills.
• Highly developed customer and service orientation, broad cultural understandings.
• Excellent computer skills in Microsoft Office and internet usage, with a working knowledge of Salesforce.
• Fluent in English.

Interpersonal skills

Our core values are essential to us; Trustworthiness, Passion, Agility and Team spirit. To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills;

• Professional, and act with integrity and take responsibility for your work and actions
• Open, honest and transparent in your communication
• Pragmatic, creative and solution-oriented approach to how you perform work within the areas of your responsibility
• Strive to be agile and to act fast
• Well-developed customer and service orientation towards colleagues and partners

Relevant work experience and education

• Professional experience in Contract Logistics, Supply Chain Management, and/or Transportation Services required.
• Work experience in the industries of Healthcare, Life Sciences, Bio Logics, and/or Pharmaceutical preferred
• 8 to 10 years of proven and successful business key account management experience.
• Bachelor’s degree is a must
• Experience in consultative business practices and working knowledge (with documented examples) of Enterprise Selling, Strategic Sales Planning, Professional Selling Skills, Winning Account Strategies, and/or Large Account Management Planning.
• Experience working for a multinational, multi-cultural, global company.
• Documented commercial activities such as global key account management /planning, leading global key account strategies and team(s), sales budget attainment, etc.

Candidate Profile

Knowledge, Skills, Abilities

• Experienced and proven success in business-to-business/professional sales of advanced products, systems, or services. Strong general business experience and acumen.
• Highly motivated, structured worker, and a self-starter.
• Sales driven, thrives on “hunting” leads and developing new opportunities.
• Motivated by activity-based metrics and milestones.
• Excellent verbal, written communication, and presentation skills.
• Highly developed customer and service orientation, broad cultural understanding.
• Self-secure appearance and ability to assert oneself.
• Excellent computer skills in Microsoft Office and internet usage; strong affinity to usage and requirement specifications of IT tools; working knowledge of Salesforce.
• Fluent in English.

Location

Preferably based in mainland Europe.

The position requires extensive traveling up to 50-60% of time to meet clients or other team members.

Application

We will interview continuously and the position may be filled earlier than the closing date for applying. Don't wait - apply today!

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