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Key Account Manager – Cross border – Hybrid – Midlands/South

Closing Date: 17th July 2024

Vidu Group

About this position

Vidu are working on a super exciting assignment in the search for a Key Account Manager on behalf of a rapidly growing, technology focused eCommerce distribution business.

This role would suit a Sales Professional looking to move into Key Account Management, or a Key Account Manager who likes the sound of winning new business outside of a portfolio and having access to the uncapped commission scheme.

£40,000 basic salary £5,000 car allowance all travel expenses, uncapped commission structure, 25 days holiday plus stats, pension and excellent opportunities for career development and progression.

Our client had engaged with Vidu VIP to commence the initial search.

Our team of dedicated consultants will be your first point of contact when applying for this role.

Scope of the Role:

You will be responsible for managing our clients larger and strategic customer base for both new and existing business.

There is a high level of autonomy in the role and you are expected to be a motivated sales professional with the ability to manage the sales territory to maximise revenue generation via new business as well as exploring opportunities with your existing customer base.

The role is largely customer facing, so you must be an excellent communicator at all levels with the drive to prospect for new business, quickly understand customer needs, effectively network and deliver engaging sales presentations in person/via Teams/Zoom.

You will also need to be able to think creatively to solve problems, be commercially astute and be able to clearly explain complex pricing structures to customers and prospects. You will also be expected to manage your in person activity effectively in order to maximise efficiency when making customer visits.

Internally you will be supported by a wide range of people and departments and you will be required to work with different functions when putting together solutions for your customers. You will be expected to engage some of the key people in these departments as part of the sales process in more complex and bespoke deals. You will also have regular reviews and coaching days with your manager as well as ongoing opportunities to discuss training and development needs.

Your Mission:

Prospecting contacts in large and strategic E-Commerce companies.

Managing a portfolio of existing strategic customers (numbers TBC)

Following up incoming sales enquiries in a timely manner.

Quickly establishing rapport with prospects to understand their business needs.

Aligning customer needs with the appropriate services and solutions.

Building bespoke presentations that deliver insight led value propositions.

Dealing with multiple strategic stakeholders at the customer end.

Connecting relevant people internally with relevant customer contacts to ensure smooth onboarding and integration.

Closely monitoring onboarded customers and being proactive to ensure smooth transition to our clients services.

Updating and maintaining CRM with relevant information daily.

Putting together and submitting sales reports and presentations internally.

Dealing with incoming queries from your existing customers in a timely manner.

Selling in annual pricing to all customers.

Additional Responsibilities:

Ensuring you stay up to date with our clients products, services and solutions.

Keeping up to date with trends in global logistics and E-commerce and feeding this back internally if appropriate.

Leveraging relevant internal departments to work on solutions for customers.

Preparing and updating strategy documents for prospects so you ensure you are tracking progress and can get the correct support to progress opportunities.

Producing a schedule and pre call material ahead of time for any sales coaching days with your Manager.

The ability to build presentations and reports to feedback on your activity internally.

Attend networking, trade, E-commerce events as required.


Delivering new business revenue target against a target agreed with your manager

Expectation of 8 appointments per week (F2F and Virtual) all logged in the CRM.

Having an ongoing pipeline of new business opportunities.

Reflecting any changes efficiently in the CRM to ensure accurate business forecasting (eg. wins, losses, additional business)

Keeping any strategy documents updated with the latest progress for prospects.

Managing incoming leads effectively and either converting these to opportunities in your pipeline or closing down as soon as possible.

Representing our client at relevant events/trade shows in your territory.

Feeding back competitor insight to relevant internal teams.

Engaging correct contacts internally to support with complex and bespoke solutions.

Managing any Tenders with existing customers and upselling and cross selling our clients services.

Skills and experience required

3+ years of experience in Parcels/Ecommerce/Logistics.

Results driven, self confident individual with an ability to empathise with clients at all levels.

Competence in utilising lead generating platforms.

Proven use of CRM to track and manage the pipeline.

Excellent relationship builder – internally and externally.

Ability to work well autonomously and well as part of a team.

Microsoft XP (Excel, Word, Email, Access, Power Point)

Consistent drive and energy.

Degree or equivalent level of education desirable but not essential.

Willingness to travel.