法国达飞海运集团
Key Account Management Manager Greater China
Key Account Management Manager Greater China
发布于 大约 16 小时前中层管理(经理/总监)
保定市
专家级经验
全职员工
仅现场办公
学历未注明
团队管理
大客户管理
业务开发
3PL
供应链解决方案
海运
空运
医疗健康
合同物流
时尚与奢侈品
AI 估算 · 25k–40k
中层管理岗，10年经验，保定地区，物流行业，薪资约25-40k，月数13左右。
职位详情
关于这个职位
作为大客户管理经理（Greater China），你将负责开发和管理时尚、奢侈品、化妆品及医疗健康等垂直领域的关键大客户，推动营收增长和客户关系深化
该职位需要你制定战略规划，带领团队拓展业务，同时协调全球资源提供创新物流解决方案，是实现公司业务增长的核心角色
最低要求
years of experience in 3 PL industry for KA customers manager and business development.
Good team management skills.
Good interpersonal skills.
Goal oriented individual, motivated self-starter with excellent organizational skills and ability to multi tasks.
Good negotiation skills.
Good verbal and written communications skills in both English and Chinese.
Must have a natural excellence in communication.
MS Suite proficient.
Capacity of analysis and synthesis.
Knowledge and experience in sales in 3PL industry.
工作职责
Strategy and overall governance: Cluster responsibility to develop major key customers within the Vertical Market Fashion & Luxury, Perfume & Cosmetic and Healthcare, including annual planning for revenue, volumes, GP and DSO/AR in line with the agreed target budget. Responsibility for vertical growth, including strategy mapping, account penetration, active customer relationship management and business improvement initiatives. Act as the bridge between strategy and operations, responsible for establishing and for planning projects, initiatives, policies and/or program changes that are necessary to support the strategic goals established at higher levels. Team management and coach of KAM and BD performance.
Business Development: Present a strong Pipeline / HiPo list on a monthly basis - to prepare offerings and work on customer relationship at an early stage. Manage and oversee own personal and team sales opportunities. Manage the teams to develop strategic relationships and expand business within specific networks, organizations, and associations. Attend customer meetings to promote specific vertical Value-added services.
Account Management: Identify and cultivate close relationships with key customer and account contacts. Developing, organizing, and managing regulatory compliance and quality process controls, KPI and Performance Measurement, as well as Reporting Processes to meet internal and external industry requirements. Point of escalation to customer related service and quality issues of high importance. Driving the contract management process and integrates subject matter expertise about legal, risk, compliance, etc.
Network Engagement and communication: Close engagement with the GAM/RAM and VM Heads for alignment and guidance into the strategy. Strategically partner with all relevant internal country organizations, divisions and business units to ensure aligned business development and consistent service. Build up a strong internal network with BUs, Global Tender Management and Pricing as well as other needed stakeholders. Facilitates cross-functional communication and education to ensure awareness of the vertical capability within the entity and beyond.
Marketing and Solutions: Identify and search for potentials service needs and develop across the BU’s innovative and profitable solutions to complex and sensitive logistics issues of the Fashion & Luxury, Perfume & Cosmetic and Healthcare. Oversea market research, monitor competitor’s activity, and identifies customers supply chain trends. In collaboration with Marketing Services teams: Establish new and creative multi-channel marketing campaigns to support the sales and account teams to deliver on annual revenue goals. Work closely to monitor campaign performance and optimize campaigns. Develop customer-facing materials.
优先资格
Operational experience (sea, air, or CS) is a plus.
AI 洞察
优缺点分析
优点
- 全球领先的物流平台（达飞集团），品牌知名度高，资源丰富
- 聚焦高利润垂直行业（时尚、奢侈品、医疗等），客户质量高，业务增长潜力大
- 明确的职业发展路径，公司文化鼓励成长（DARE TO GROW），提供培训和晋升机会
- 工作内容综合性强，涵盖战略、销售、运营、市场，有助于全面提升管理能力
- 工作地点在保定，可能不是一线城市，对于习惯大城市生活的候选人需适应
- 适合在3PL行业有丰富大客户管理经验、希望向管理层发展、且能接受在保定工作的资深人士
缺点 / 挑战
- 大客户管理压力较大，需同时处理多个关键客户和内部协调，要求高抗压能力
- 年经验门槛较高，且需中英文流利，竞争可能激烈
角色解读
- 可晋升为Greater China或亚太区的大客户管理总监，负责更广泛的区域和客户群
- 可转向垂直市场负责人（如Fashion & Luxury Head），专注于行业深度和解决方案创新
- 有机会进入全球大客户管理团队，参与跨国战略项目，提升综合管理能力
- 制定并执行大客户发展战略，负责时尚、奢侈品、化妆品、医疗健康等垂直领域的关键客户营收增长
- 领导团队进行业务开发，维护大客户关系，并参与高层客户会议推广增值服务
- 管理合同流程，协调内部跨部门资源（如投标、定价、运营），确保服务一致性和客户满意度
- 监控市场趋势和竞争对手，协同市场团队开展营销活动以支持销售目标
- 年以上3PL行业大客户管理和业务开发经验，具备团队管理能力
- 出色的谈判、沟通和人际交往能力，中英文流利
- 结果导向，自我驱动，具备优秀的组织能力和多任务处理能力
- 熟悉MS Office，具备分析和综合能力，有海运/空运/客服运营经验者优先
申请策略
- 研究CEVA在时尚和医疗领域的案例，面试中展示对行业的理解
- 强调自己如何平衡战略规划与日常执行，体现结果导向
- 突出10年以上3PL大客户管理经验，尤其是时尚、奢侈品或医疗健康领域的成功案例和业绩数据
- 强调团队管理经验，包括带领团队达成营收目标的实例
- 展示中英文沟通能力，例如曾主导跨国客户谈判或项目
- 体现战略思维和业务开发能力，例如开拓新客户或新市场的具体成果
- 如果缺乏特定行业（如奢侈品）经验，可提前了解该行业供应链特点和客户需求
- 强化数据分析和报告能力，因为职位涉及KPI和绩效监控
面试指南
- 使用STAR法则（情境、任务、行动、结果）结构化回答行为问题
- 对于战略问题，展现行业知识+具体数据+可执行方案
- 在处理冲突或困难问题时，强调沟通、优先级排序和跨部门协作
- 请分享一个你成功开发新大客户的案例，包括你的策略和结果
- 你如何管理和激励一个KAM团队来达成季度营收目标？
- 面对一个高要求的客户投诉或服务问题，你如何处理？请举例
- 请谈谈你对时尚/奢侈品行业供应链趋势的看法
- 你如何协调内部不同部门（如运营、定价、投标）来满足客户需求？
匹配度报告
59
综合匹配度
成熟行业中层管理岗，成长空间大，但薪资不明且地点偏，WLB一般。
适合人群
适合追求职业成长、看重管理经验和行业资源，对工作地点和生活平衡要求不高的资深物流人士。
最强匹配
成长发展匹配
最弱匹配
工作生活匹配
薪资福利50
成长发展85
工作生活40
使命价值60
薪资福利匹配
50较低
薪资未明确披露，且职位未提及具体福利，补偿性动机满足程度一般。
薪资信号未披露（AI估算：25K-40K/月）
成长发展匹配
85较高
职位提供了明确的成长信号（DARE TO GROW、coach等），处于物流成熟行业，发展性动机较好。
技术前沿传统/成熟技术
技术栈3PL、供应链管理、合同物流、海运、空运
成长机会personal growth、continuous improvement、coach、DARE TO GROW
业务类型profit_center
工作生活匹配
40较低
仅现场办公且未提及WLB，保定地理位置相对偏，生活化动机满足有限。
工作模式仅现场办公
办公地点未明确
加班情况未提及（无法判断）
使命价值匹配
60中等
物流行业稳定增长，但对社会影响力有限，使命导向不突出。
行业发展稳定成熟行业
社会影响中性/一般
创新程度稳健跟随主流
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