Specialist - KAM (Warehouse) @ Milaha

Internal Communication

Senior Manager - Commercial / -Manager - Insurance

Manager - Warehousing & Distribution / Legal Department

Purpose

• Report on financial performance, suggested solutions, new services, market trends, risks, opportunities / Coordinate clients’ requests & ensure monitoring of their performance / Prepare RFQ, RFP &any other documentation required (ensure legal comp)

External Communication

• Existing Customers
• Prospective Customers

Purpose

• Maintain the rapport, cross selling, up selling, create partnership environment with clients
• Explain solutions available, create partnership environment with clients

Accountability

• Are accountable for their acts and omissions.

Responsibility

• To follow agreed safe systems of work; to follow training and instructions; and to report accidents, incidents and near misses.

Authority

• To stop work if they think the work is unsafe.

Business Development & Sales

• 1. Responsible for contribution to achievement of Warehousing & Distribution annual Revenue and Net Income targets
• 2. Manage all sales activities with a focus on key accounts and long-term client development
• 3. Follow the sales process and lifecycle of the customer business in order to achieve or exceed planed project profitability and minimize the commercial risks
• 4. Responsible for the development and maintenance of the Warehousing & Distribution opportunity pipeline and identify services that would benefit the product offering
• 5. Develop business relationships that include identification and approaching of Warehousing & Distribution business opportunities in-line with the overall Warehousing & Distribution strategy. Develop these into the tendering phase (offer) with potential and existing customers and advise them on the benefits of various Warehousing & Distribution solutions
• 6. Responsible for the communication, implementation and execution of the commercial model during implementation and operation phase
• 7. Conduct a continuous review of all Value Added Services for profitability, customer retention and growth in all activities
• 8. Initiate contractual agreements with customers
• 9. Verify and prepare quotations and solutions for all warehouse and distribution services, including liaison with Legal for compliance with all relevant local and international Laws and Regulations
• 10. Initiate trading and acquisition of new contracts and business in the temperature Control Sector
• 11. Establish systems to maintain customer profiles including contacts, SOP, rates, fees, contract expiry
• 12. Trouble shoot urgent customer requirements and involve Senior Manager - Commercial in the decision making process
• 13. Ensure consistency and smooth transition to Operations through active participation in implementation up to go-live and operation

Tenders

• 14. Participate in various tenders involving Warehousing & Distribution called by Local and international companies in Qatar
• 15. Ensure the full tender and contracts are studied in detail so as to ensure Milaha can abide by all the contractual clauses and participate in the same

Systems, Policy & Procedure and Other

• 16. Establish systems to maintain customer profiles including contacts, SOP, rates, fees, contract expiry
• 17. Ensure high levels of customer service in the Warehousing & Distribution solutions by implementing SLA’s for every customer and supporting operations on continuous improvement
• 18. Setup operational procedures together with Manager - Warehousing & Distribution for daily business incl. reporting and controlling:
• billing of services to the customers (incl. generation of necessary reports on services or KPIs)
• managing settlement of disputes on rejected bills
• lead managing the settlement of customer claims
• support the development of customer reporting systems (customer specific dashboards) to identify and capture key revenue and expense streams on account level.
• 19. Maintain opportunities in the companies’ CRM system (Oracle CX)

Educational & Professional Qualifications

Bachelor's degree

Professional Experience

Minimum 6-8 years of similar experience in Sales/ Supply Chain/ Logistics/ 3PL

Geographical Experience

GCC preferable

Computer & Language Skills

Good knowledge of MS Office and web applications. English and preferably Arabic

Market/Industry/Functional Knowledge

Good knowledge of Sales/ Supply Chain/ Logistics/ 3PL

Related Professional Training, Certification, or Membership

Mandatory

NA

Preferred

NA