When you work in Freight Logistics and Operations at Kuehne+Nagel, you play a key role in optimising processes and ensuring that inventory and shipments move efficiently. But that is not all. Your work also helps ensure that vital medicines reach patients on time and supports other essential deliveries, from wind turbines to semiconductors. At Kuehne+Nagel, our contribution counts in more ways than we imagine.

职责定位 

你的核心工作目标是推动公司拼箱（LCL）产品的业务拓展，重点深耕并做强本地自营业务。

工作内容包括但不限于：制定营销策略、投标支持、以中小企业战略打法实现客户可持续开发与留存。你需高效对接内外部各方相关合作方，同时聚焦以下核心工作目标。

工作职责

1. 本地自营拼箱业务盈利货量拓展

• 制定并落地销售策略，完成货量及毛利目标。

• 在所属行业、客户群体及负责区域内，挖掘并跟进新业务机会。

• 搭建并维护优质销售商机漏斗，保障良好转化率与业务稳步增长。

• 主导重点业务谈判，确保商业决策合理合规、收益可控。

2. 客户关系管理

• 与客户建立长期互信的合作关系。

• 深度挖掘客户需求，结合公司自身能力定制匹配的价值服务方案。

• 定期开展客户拜访、商机复盘，与销售团队开展战略沟通，提升拼箱产品客户渗透率与合作粘性。

3. 拼箱产品市场推广

• 实时跟进市场趋势、竞品实力及行业需求，支撑销售主动拓客。

• 与销售团队、客服团队紧密协作，推广新旧业务解决方案，巩固市场定位优势。

• 向内外部相关部门反馈市场需求及产品优化建议。

• 识别销售及客服团队在拼箱业务上的知识短板，通过培训、市场活动及公开宣讲推动能力提升。

4. 跨部门协作与职能支持

• 联动多部门为客户提供一站式完整解决方案。

• 协同销售经理落地本地市场活动、线下展会及推广宣传工作。

• 严格遵循公司定价规则、合规要求及业务流程规范开展工作。

• 配合全球大客户的本地对接事宜，建立并维护本地合作关系，同步挖掘潜在业务机会。

任职技能与经验要求 

1. 专业技能

• 精通成熟销售方法论与优秀业务实践

• 优秀的商务谈判及宣讲演示能力

2. 综合实力

• 具备沟通影响力，善于主导商务对话

• 工作勤勉踏实、自驱力强、目标感强、乐于持续学习 

Your Role

Your primary objective will be to drive the business development of our LCL product, with a particular emphasis on expanding and strengthening locally controlled business. This will include but not limit to shape our marketing strategy, support tenders, and apply a strategic SME approach to support sustainable customer acquisition and retention. You will be expected to collaborate effectively with a broad range of internal and external stakeholders, while maintaining focus on the key objectives outlined below.

Your Responsibilities

Profitable volume development for local controlled LCL businesses

• Develop and implement sales strategies to achieve volume and GP targets.
• Identify and pursue new business opportunities across assigned industries or customer segments or geographic territories.
• Build and manage a strong sales pipeline, ensuring healthy conversion ratios and stable business growth.
• Lead negotiations for key deals and ensure commercially sound decision-making.

Customer Relationship Management

• Develop long-term, trust-based relationships with customers.
• Understand customer needs and tailor value propositions that align with organizational capabilities.
• Conduct regular customer visits, pipeline reviews, and strategic discussions with sales to strengthen LCL product engagement.

Marketing for LCL product

• Stay informed of market trends, competitor capabilities, and market requirements to support proactive sales actions.
• Work closely with Sales and CCL teams to promote new and existing solutions, ensuring strong market positioning.
• Provide feedback to internal stakeholders on market needs and potential product enhancements.
• To identify LCL knowledge gaps in Sales and CCL, push/support improvement via training, marketing campaigns + general presentations.

Collaboration & Cross-Functional Support

• Partner with multiple departments to deliver seamless customer solutions.
• Coordinate with sales managers to support local campaigns, events, and promotional activities.
• Ensure alignment with company guidelines on pricing, compliance, and business processes.
• Supporting local engagements of Global accounts to ensure local relationships are established and maintained whilst discovering potential business opportunities.

Your Skills and Experiences

Hard Skills

• Knowledge of best sales practice
• Strong negotiation and presentation skills

Soft Skills

• Influence and lead conversations
• Diligent, highly motivated, drive to succeed, eager to learn

Good Reasons to Join

At Kuehne + Nagel, you get to grow your expertise, shape processes and deliver innovative solutions. We are continuously building our local and global network and our product portfolio, creating career opportunities in different fields of work worldwide. As a leader in the logistics industry, we provide a collaborative and IT driven environment where you will work with motivated and customer-centric colleagues across the world.

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.