National Air Logistics Strategic Customer Development Manager

It's more than a job

As a member of the Freight Forwarding team Kuehne+Nagel, you will play a key role in transporting goods, optimising processes, and fulfilling our customers' promises. And by transporting medicines, toys and important machine parts, you are not only delivering goods, you are making small and big moments possible for people all around the world. At Kuehne+Nagel, our contribution counts in more ways than we imagine.

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As a Senior Commercial Salesperson, you will play a crucial role in driving business growth within our organization. Your primary focus will be on larger accounts/Vertical focus under business unit (BU) responsibility and/or global account (GA) where local support from the GA structure is not available. Main mission is hunting new businesses but your portfolio will as well have farming accounts.

## How you create impact

Account Management:
• Manage and nurture relationships with existing clients, ensuring their needs are met and fostering positive business connections.
• Perform analyses for both existing and potential customers to identify opportunities for growth, mapping in corelog via account intelligence.
• Maintain a strategic approach towards accounts and opportunities, focusing on specific lanes within a customer opportunity to maximize the likelihood of business conversion under strategical based analysis on relationship level, customer struggles, needs in specific lanes/bundles and solution based.
• Lead business reviews for accounts on regular basis, with support from other stakeholders in the BUs
• Regular customer facing activities to further strengthen the relationship and further understand customer`s and businesses` requirements to properly translate it into pricing and solution.
New Business Development:
• Proactively seek out and engage customer prospects.
• Present, promote, and sell our products and services using compelling arguments.
• Conduct needs analyses to tailor solutions that meet customer requirements.
• Reach out to potential leads through cold calling and other channels.
Collaboration and Stakeholder Engagement:
• Liaise with various stakeholders within the air logistics department to maximize business conversion.
• Engage in early stages of Requests for Quotation (RFQs) to position our offerings effectively.
Account Assignment:
• A reduced number of accounts will be assigned to you, as it is expected that ZA-DK portfolio will comprise of larger accounts with higher potential.
• While hunting for new business is your primary focus, maintaining existing client relationships (farming components) remains part of your overall portfolio.
Main sales KPIs are:
• Minimum Customer Visits: Aim for a minimum of 20 customer visits per month. While virtual meetings are acceptable, we strongly recommend prioritizing face-to-face interactions. Ensure that all visit reports are diligently recorded in Corelog.
• New Account Visits: For newly assigned accounts, visit and register a visit report in Corelog within 45 days of assignment.
• Account Intelligence: Prior to any engagement with a business unit, ensure that account intelligence is registered in Corelog.
• Tender Phases: Ensure strict adherence to global air logistics pricing guidelines during all tender phases, including the launching of forecast, pre-launch, pricing/submitting, and closing phases. Follow all engagement activities outlined in the pricing guideline for each

## What we would like you to bring

- Minimum 8 years of experience in sales and account management, preferably within the air logistics / freight forwarding industry.
- Strong understanding of air freight operations, logistics solutions, and customer requirements.
- Proven ability to manage and develop customer relationships, with strong customer-facing and communication skills.
- Experience in new business development, lead generation, cold calling, customer visits, and solution selling.
- Strong commercial and analytical mindset, with the ability to identify customer needs, business opportunities, specific trade lanes, and potential solutions.
- Strong negotiation, presentation, and problem-solving skills, with the ability to communicate effectively with customers and internal stakeholders.
- Able to work collaboratively with sales, pricing, operations, and other business units to develop and convert business opportunities.
- Proactive, self-motivated, and comfortable working with sales targets and KPIs, including regular customer visits and new account development.
- Good command of English , both written and spoken.

## What's in it for you

- Miscellaneous benefits such as dental, hospitalization and others
- Annual Wage Supplement (AWS)
- Training and development

Who we are

Logistics shapes everyday life - from the goods we consume to the healthcare we rely on. At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.

As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference. Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.

We kindly advise that placement agencies refrain from submitting unsolicited profiles. Any submissions of candidates without prior signed agreement will be considered our property and no fees will be paid.