It's more than a job
With a sales career at Kuehne+Nagel, you'll drive long-term business success by mastering sales strategies, nurturing customer relationships and identifying new opportunities. But you will also bring relief and peace of mind to pet owners around the world. Because when you do your job, your colleagues around the world are able to build reliable veterinary supply chains that ensure pets get the care they need. At Kuehne+Nagel, our work is about more than we imagine.
The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his/her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM). Acts in that scope as the leading KN representative towards the customer across all KN services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan/customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders, and conducts key account management activities in accordance with KN’s Key Account Program guidelines. Has a strong reach across the KN network including business units and supportive functional units, expert ability to translate the customers' requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities.
How you create impact
- Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling KN offer portfolios
- Understands the customers organization and decision making process
- Understands the customers business model and business environment as well as the competitive environment of the customer
- Negotiates rates and service contracts with customers in alignment with the BU’s and ensures all commercial requirements are documented and maintained as needed by the BU’s
- Understand at an expert level, the vertical service offerings of KN
- Complies with KN sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system)
- Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting)
- Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager
- Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met
- Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery
What we would like you to bring
- 7–10 years’ experience in account management, sales, or business development within consumer/FMCG/logistics sectors
- Proven track record of managing global or regional accounts with complex supply chains
- Strong understanding of consumer goods supply chains, retail distribution, and global logistics
- Familiarity with Kuehne+Nagel’s vertical service offerings (Sea, Air, Road, Contract, Integrated Logistics)
- Knowledge of international trade regulations, pricing models, and contract negotiation
- Ability to develop and execute account strategies that align with KN’s global objectives
- Strong negotiation and influencing skills with senior stakeholders
- Analytical skills for pricing, forecasting, and performance tracking
- Proficiency in CRM tools, MS Office, and reporting platforms
- Ability to translate customer intelligence into business targets
- Experience leading cross‑functional teams (sales, operations, finance, customer service)
- Ability to drive alignment between global, regional, and local teams
- Strong stakeholder management and relationship‑building skills
- Demonstrated success in achieving revenue growth and profitability targets
- Skilled in identifying upselling/cross‑selling opportunities
- Ability to create joint value propositions and account plans
- Strategic thinker with a customer‑centric mindset
- Excellent communication skills (written and verbal)
What's in it for you
At Kuehne+Nagel Australia, we motivate people to achieve extraordinary experiences. That’s why we’re committed to creating a workplace that’s rewarding, supportive, and full of opportunity so you can thrive, grow, and imagine more than a career in logistics.
What You Can Look Forward To:
- Competitive Remuneration: Great work deserves great reward
- Limitless Career Opportunities: Explore international options or broaden your experience across roles and departments
- Flexible Work Arrangements: Balance your career with life - we make it possible
- Inclusive Parental Leave: Gender-neutral and designed to support all parents and carers
- Corporate Employee Discount Program: Enjoy exclusive deals across categories with thousands of top vendors
- Novated Leasing: Flexible salary-packaging that can help everyone save and travel with ease
Join us and be part of a company where your ambitions are supported, your achievements celebrated, and your career can go anywhere.
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.
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