Senior Key Account Specialist

6 months ago

Southampton, United Kingdom Ocean Network Express Full time

Job Title**:UK GKA Senior Specialist**
Reports to: GKA Manager
Location**: Southampton**
Organisation: ONE - UK Agency Division
Division / Department: UK - GKA Sales

**Job Purpose**:
The Container Liner Division of ONE Group Europe services three major markets; Asia-Europe (encompassing Far East, Middle East & Indian Sub-Continent trade-lanes), Australia/New Zealand and
the East and West coasts of North America. The purpose of the inside sales department is to maintain a day to day contact and communication with the GKA customer base, with whom we do business.
The department will initiate sales contacts to promote the line services and respond to enquiries from customers. While the primary account management of a major customer will be with an Account
Executive or UK GKA Manager, The UK GKA senior inside sales coordinator will drive and motivate the GKA Inside Sales Team, whose prime focus will be to maintain and increase support from the
company’s designated GKA customers.

The UK GKA senior inside sales coordinator will work closely with the UK GKA Manager, Team Leader, GKA Admin Section, Bookings and Customer Service departments, ensuring the GKA team retains fully
maintained rate agreements in the company systems, in order that bookings received can be automatically rated, and moved seamlessly on through the documentation process without delay.

**Primary Job Responsibilities and Measurement**

AREA OF RESPONSIBILITIES:
**A. (30%) Team Working**
- Delegate and motivate the team towards achieving goals.
- Maintain close contact with Operations & Customer Services to resolve service issues.
- Liaise with other departments to solve problems as necessary or appropriate to meet customer requirements.
- Ensure that GKA Inside Sales team (and other parts of ONE) follow problems through to resolution and that customer is satisfied with outcome.
- Liaise with UK GKA Manager to agree which tenders to quote on and allocate these amongst GKA Inside team.
- Internal and external customers
- Accuracy on systems
- Relationships

Ensure that allocated tenders are completed within the required timescale and that all necessary communication and coordination with Offshore, Trade teams and any other stakeholders takes place. For multi-region tenders, ensure that other regions have confirmed their acceptance of tender conditions (e.g. credit terms, free time allowance, etc).
- Personal involvement in providing timely quotes to customers in line with Trade and GKA Targets. Negotiation with Trade as required to provide quotes.
- Ensure two-way communication between GKA Inside Sales and other departments runs smoothly, creating a spirit of team-working, always customer-focused.
- Communicate with Trade on pricing and other issues.

**B (30%) Supervisory**:

- Set clear priorities in conjunction with the team leader, together with deadlines for the inside sales team and manage the outcome.
- Clearly communicate business values, direction and organisational goals and break these down into team and individual goals.
- Assume responsibility and take ownership of problems and conflicts on both task and people level. Actively seek support and guidance from direct manager when needed.
- Lead sales projects as required.
- Point of escalation for customer disputes which have not been resolved by the GKA Inside team. Escalate issues to UK GKA Manager, Team Leader or UK Head of Sales where action is required beyond authority limits.
- Personal involvement in selling to GKAs, including occasional visits where required
- Maintain regular contact with top GKA accounts & designated accounts
- Internal customers
- Leadership
- “Can do” attitude

**C (20%) Administration**:

- Monitor KPIs for the GKA Inside Team to ensure that they deliver their part in achievement of overall sales targets and of their own allocated GKA accounts.
- Monitor and control the day-to-day activities of the team, including quotes, pricing system updates, follow-up on quotes, tender submission and chasing of customers for bookings.
- Manage and organise processes and address workload issues in conjunction with the team leader.
- Ensure that rate sheets are correctly filed in OPUS by the Admin team and that AIS are updated regularly on the “Specials” list
- Accuracy on systems

**D (15%) Continuous Improvement**:

- Steer team members towards achieving and exceeding
- Appraisal
- Feedback from Team leader the team objectives. Guide direct reports through changing circumstances and tasks (eg CRM) by implementing change situations properly.
- Review and change processes as necessary to meet the needs of the business and/or manager
- Innovation

**E (5%) Training**:

- Develop and support people and coaching to achieve excellence.
- Ensure that GKA Inside Sales team (and other parts of ONE) follow problems through to resolution and that customer is satisfied with outcome.
- Mentor and advise the team as they address more difficult questions posed by customers.

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