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Key Account Manager – eCommerce – Cross border – Hybrid

Closing Date: 16th 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 rapidly growing, super innovative eCommerce distribution business.

This is a very autonomous, customer facing role. You will be in the office in either Crewe or Tilbury twice a week and out on the road with customers.

This role would be most suited to a hungry, driven Account Manager ready to step their career up a gear or a Key Account Manager ready for change and who likes the sound of working in a fast paced, agile environment where your voice will be heard and you will have unlimited opportunities for career development and progression!

Circa £55,000 basic salary (dependent on experience) KPI related bonus structure based on the up-sell, value-add and retention of your portfolio, entry into the uncapped commission structure for any new business generated outside of your portfolio, £6,000 per year car allowance, travel expenses, 25 days holiday plus stats, pension, healthcare, free gym membership, payday free breakfast or lunch, monthly social events, £500 bonus for employee of the month and much much more!

Our client has 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,

Your Mission:

As Key Account Manager you will have direct responsibility for managing the larger and strategic customer base for both new and existing business. There is a high level of autonomy in this role and you are expected to be a motivated sales professional with the ability to create solutions for your clients and maximise revenue generation within your 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 video.

You will need to be able to think creatively to solve problems, be commercially astute and have the ability and knowledge 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 have regular reviews and coaching days with your manager as well as ongoing opportunities to discuss training and development needs.

Key Responsibilities:

Prospecting C Level contacts in large and strategic E-Commerce companies.

Manage a portfolio of strategic customers – (Circa £10m-12m portfolio)

Follow up incoming enquiries in a timely manner.

Quickly establish rapport with prospects to understand their business needs.

Align customer needs with the appropriate services and solutions.

Build bespoke presentations that deliver insight led value propositions.

Deal with multiple strategic stakeholders at the customer end.

Connect relevant people within the business with relevant customer contacts to ensure smooth onboarding and integration.

Closely monitor onboarded customers and be proactive to ensure smooth transition to our clients services.

Update and maintain CRM with relevant information daily.

Put together and submit sales reports and presentations internally.

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

Additional Responsibilities:

Ensuring you stay up to date with all Group products, services and solutions.

Keep up to date with trends in global logistics and E-commerce and feed back internally if appropriate.

Leverage relevant group departments to work on solutions for customers.

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

Produce 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.


Deliver new business revenue target against a target agreed with your manager.

Have an ongoing pipeline of new business opportunities from within your portfolio.

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

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

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

Achieve a set level of sales activity per week as agreed with manager (TBC – calls, meetings, emails etc)

Represent the Group at relevant events/trade shows.

Feed back competitor insight to relevant internal teams.

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

Skills and experience required

Previous Account Manager or Key Account Management experience within Cross border, eCommerce, courier and/or the logistics industry is essential.

Solution focused and passionate about growing existing accounts, with the ability to quickly identify road blocks and obstacles to increasing business.

Possess an innovative mindset with the ability to suggest tailored solutions to account management problems.

Good relationship builder and communicator.

Excellent presentation skills.

Ability to multi task and manage conflicting priorities and deadlines.

PC literate with the ability to pick up and understand the technical platforms and processes used by the business.

Driving license with a maximum of 3 points.