This job was posted by https://www.azjobconnection.gov : For more information, please see: https://www.azjobconnection.gov/jobs/6830041 JOB DESCRIPTION

Overview:

This role drives the strategic engagement between assigned customers and APLL, driving the growth/expansion of relevant APLL solutions, existing, or newly developed in partnership with your key customer. It is to drive the strategy and storylines associated with new business opportunities, owning the responses to RFP/RFQ activities, engaging with the global account team to ensure the most effective and competitive responses for new opportunities. This role creates, owns and drives the strategic roadmap for assigned customers, serving as the Global customer ambassador, conduit into the APLL organization, connecting customer needs to existing capabilities, while also engaging proper SME\'s to drive the development of future solutions. This role ensures that APLL continues to generate and deliver value to your customer, ensuring that the role that APLL plays within the success of the customer program is always understood and recognized by the defined customer base.

RESPONSIBILITIES

Responsibilities:

Key Account Management and Business Development

• Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
• Responsible for the management, growth, and revenue retention of global account portfolios with combined revenue generation of more than USD \$10 million/year. Strives to achieve continuous revenue / contribution margin (CM) growth.
• Mobilize internal stakeholders around value creation opportunities and to work closely in leading cross-functional teams to develop creative solutions to meet customer needs.
• Own and drive the development and execution of the Strategic Roadmap for defined accounts.
• Actively engage with the global account team to drive efficiencies, develop new ideas/initiatives, in support of on-going account development goals and objectives.
• Partner with BD to land a new logo, partner with peers to help drive a new business opportunity, contribute to/drive new product development in partnership with product team.

Customer Success and Relationship Management

• Manage key client and customer relationships, to ensure their ongoing satisfaction and loyalty.
• Ensure revenue leakage is held at \< 2% for managed accounts.
• Proactively identifies new opportunities, increasing the footprint of business and solutions with assigned customer(s), ensuring an attractive and sizeable pipeline and high closing ratio.
• Regularly conducts structured review sessions, aligning with customers strategic objectives and priorities, adjusting APLL\'s value proposition accordingly, offering continuous improvement and innovation.
• Orchestrate regional resources to ensure customer engagement and approach is aligned, and focused upon strengthening and deepening our relationship and partnership within key initiatives.
• Orchestrate and drive engagement of APLL and customer senior leadership, to ensure that strong relationships are developed/nurtured at multiple levels of the customer and APLL organization.
• Escalate when customer initiatives look to be hitting roadblocks and if additional resources are needed to deliver requirements of defined program.
• Competently connects virtual account teams, ensuring true global customer representation, collaborating with related Key Account Manager networks globally and exchanging best practices and sales leads.

Customer Needs Clarification

• Obtain a strong understanding of owned customer key priorities/objectives over a multi-year time horizon, ensuring complete understandi g and awareness by the broader account team and global key stakeholders within APLL.
• Ensure that any potential risks related to the customer program are raised expeditiously so they can be dealt with swiftly, whether related to delinquent payments, impactful service issues, etc.
• Consult with a range of customer representatives at different levels to identify the outcomes clients require, utilizing expertise to gather and analyze complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements.
• Drive the strategy and storylines associated with new business opportunities. Own the responses to RFP/RFQ activities; engage with the global account team to ensure the most effective and competitive responses for new opportunities.

Develop Talent and Organizational Capabilities

• Create an environment where driving (the right) growth, best practice sharing, inspiring new ideas and action-orientation are rewarded. Orchestrate regional resources to ensure customer engagement and approach is aligned, and focused upon strengthening and deepening our relationship and partnership within key initiatives.
• Bring best practices and innovative ideas to the broader global account program.

QUALIFICATIONS