Envirotainer is the world leader in providing solutions for the transportation of Pharmaceutical and Life Science products requiring a controlled temperature environment. The company enables reliable transportation of sensitive and perishable products, making its active temperature control container technology a recognized industry benchmark. Envirotainer provides services to the major Pharmaceutical companies worldwide in cooperation with forefront logistics companies (Airlines) and Airlines.

Envirotainer was founded in Sweden in 1985 and has over 300 employees worldwide. The company’s global headquarters in Rotebro, Sweden and its manufacturing facility is in Rosersberg Sweden. Regional operations centers are located in Dallas TX USA, Frankfurt Germany, and Singapore.

For more information please visit www.envirotainer.com.

Position: Global Key Account Manager, Airlines

Department: Sales & Marketing

Reports to: Head of Global Key Accounts, Airlines

Purpose of position

The position is to help drive the growth of Envirotainer by shaping, structuring, driving, and executing Airline global key account management. Such activities will be based around the Sales Channel Strategy; by establishing strong relationships with the Airline Head Office, collaborations with the Airline commercial sales/departments in the Field, and joint business activities with our Strategic Account Managers (SAMs). The Global Key Account Manager has commercial, strategic, and operational experiences working in the Airline/Contract Logistics space, along with global key account management processes.

The position has no direct supervisory and/or line management responsibilities but will act as the driver/owner for Airline key account strategies, plans, and activity management across the Envirotainer commercial department.

The position reports to the Head of Global Key Accounts, Airlines and you are part of the Global Key Accounts, Airlines Team.

Responsibilities

Develop Airline key accounts:

• Proactively sell Envirotainer’s value proposition to assigned sales channels and educate for future needs. (Envirotainer company introduction, portfolio, services, etc.).
• Conduct commercial training of Airline sales channels.
• Actively engage in securing opportunities (RFQ, NPI, trip, conversion, agreement) managed by the sales teams (Envirotainer and Airline sales channels) in alignment with applicable processes.
• Perform regular global key account analysis to identify trends, new leads, opportunities, and risks.
• Identify and escalate any customer complaints or risks to relevant internal stakeholders for resolution.
• Secure MLAs (Master Lease Agreements – new/renewals) with Airlines where strategically beneficial.
• Ensure sales channels receive training in the handling of ULDs. (Commercial and Operational).

Support your colleagues in their accounts and territories; along with their market development activities:

• Lead and actively participate in global key account teamwork and execute assigned tasks in the global key account plan.
• Support SAMs in generating budget, prognosis, and monthly forecasting by sharing market information captured from the Airline sales channels.
• Optimize logistics requests together with Operations using a joint action plan.
• Decide on the strategy and drive development of the Airline Sales Channels.

Create global key account plans:

• Lead and create high-quality account plans for global key accounts with involvement from internal stakeholders.
• Perform continuous external analysis on trends, opportunities, and challenges affecting sales channels, the pharma supply chain in general, and the assigned global key accounts more specifically.
• Map the decision-making process at the global key account level and perform actions to navigate higher, wider, and deeper in the global key account.
• Develop and own the global key account strategy for how to build and manage the Airline sales channel and actions for how to realize it.
• Develop an action plan with activities, deadlines, and owners together with relevant internal stakeholders, e.g. Sales, Marketing, Operations, Compliance, Academy, Legal, Pricing, Finance, etc.

Execute global key account plans:

• Take measured steps to schedule meetings and prepare presentations/dialogue with the involvement of relevant internal stakeholders.
• Take the lead on creating long-term agreements and customized commercial offerings to develop Airline sales channels and maximize lead generation.
• Leverage the current market offerings to maximize business growth.
• Take responsibility for leading communication between global key account HQ and internal stakeholders.

Business development and prospecting activities:

• Attend and participate in relevant industry events, conferences, and sponsored customer engagements.
• Drive activities with support from Marketing.
• Generate leads from assigned sales channels by scouting news and industry trade newsletters.

Ongoing business management:

• Support other GKAMs and SAMs in driving their leads and opportunities.
• Utilize contacts and engagements to identify areas where business might be at risk and overcome that risk by brick walling competition.

Drive improvement:

• Track and act on stipulated performance metrics that capture both leading and lagging indicators.
• Feedback opportunities and risks regularly to the line manager.
• Seek feedback from peers to drive improvement of processes used by all sales.

Demands on the position

Professional capabilities

• Experienced and proven success in business-to-business/professional sales of advanced products, systems, and/or services.
• Strong general business experience and acumen.
• Highly motivated, structured worker, and a self-starter. Sales-driven, thrives on “hunting” leads and developing new opportunities.
• Motivated by activity-based metrics and milestones. Self-secure appearance and ability to assert oneself.
• Excellent verbal, written communication, and presentation skills.
• Highly developed customer and service orientation, broad cultural understanding.
• Excellent computer skills in Microsoft Office and internet usage, with a working knowledge of Salesforce.
• Fluent in English. Multi-lingual is a plus. Spoken and written other local language(s) are an advantage.

Interpersonal skills

To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills.

• Professional, act with integrity, and take responsibility for your work and actions.
• Open, honest, and transparent in your communication
• Pragmatic, creative, and solution-oriented approach to how you perform work within the areas of your responsibility
• Strive to be agile and to act fast
• Well-developed customer and service orientation towards colleagues and partners
• Pro-active, entrepreneurial driven, and self-motivated.
• Enthusiastic and influenced by a “can-do attitude” with considerable sales drive.
• Leadership traits for global key/target account team management and strategy development.
• Flexibility in mind, but consistency in delivery.
• Business-oriented and results driven.
• Team player with a strong “sharing” attitude
• Sense of humor, generally upbeat and positive attitude.

Relevant work experience and education

• Professional experience in Air Cargo Logistics, Contract Logistics, Supply Chain Management, and/or Transportation Services required.
• Work experience in the industries of Healthcare, Life Sciences, BioLogics, and/or Pharmaceutical preferred.
• 8 to 10 years of proven and successful business key account management experience.
• Bachelor’s degree or 15 years of related professional experience in the specific industries referenced.
• Experience in consultative business practices and working knowledge (with documented examples) of Enterprise Selling, Strategic Sales Planning, Professional Selling Skills, Winning Account Strategies, and/or Large Account Management Planning.
• Experience working for a multinational, multi-cultural, global company.
• Documented commercial activities such as global key account management/planning, leading global key account strategies, and team(s), sales budget attainment, etc.

Location

Based at the home office in the region.

The position requires global travel to meet clients or other team members.

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