Global Key Account Manager, Forwarders EMEA
EMEA
Envirotainer
transports life‑saving pharmaceuticals around the world with innovative temperature‑controlled solutions.
With 40 years leading the industry, the world's largest pharmaceutical companies trust us to deliver. We offer the widest choice of cold chain solutions and a range of shipment monitoring services, all backed by our extensive global network to get pharma products to where it needs to be, precisely when it needs to be there.
When it comes to sustainability, we lead by example. Our ambitious science‑based targets guide us, so we can reduce not only our emissions but our customers', too. Our transparent reporting, data‑driven approach, and precise CO2 calculations allow us to measure our environmental impact all the way down to emissions per vial.
From research and development all the way to commercial distribution, we can deliver large quantities down to single patient samples. So no matter what the pharma industry produces, we can ensure the safety and efficacy of medicines for every phase of the pharmaceutical life cycle.
Position: Global Key Account Manager, Forwarders EMEA Reports to: Head of Global Key Account Management Airlines & Forwarders EMEA Purpose of position This position plays a key role in driving Envirotainer’s growth by shaping, structuring, and executing the Forwarder Global Key Account Management strategy, with a primary focus on the EMEA region. While the role sits within EMEA Sales, it involves close collaboration with Global Key Account Managers (GKAMs) and stakeholders across other regions to ensure alignment, consistency, and shared success with global forwarder accounts.
The role operates in line with the Sales Channel Strategy and focuses on building strong, collaborative relationships with forwarder commercial sales teams and departments in the field. This includes leading joint business initiatives in close partnership with Strategic Account Managers (SAMs).
The Global Key Account Manager brings strong commercial, strategic, and operational experience from the Forwarder and/or Contract Logistics environment, along with a solid understanding of key account management frameworks and processes.
The position does not carry direct line management responsibilities. However, it acts as the regional owner and driver of forwarder key account strategies, plans, and activity management across the Envirotainer Sales EMEA organization.
The role reports to the Head of GKAM Airlines & Forwarders EMEA and is an integral part of the Regional Sales team.
Responsibilities Develop Forwarder 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 Forwarder sales channels.
Actively engage in securing high value opportunities (RFQ, NPI, trip, conversion, agreement) managed by the sales teams (Envirotainer and Forwarder sales channels) in alignment with applicable process.
Perform regular global and local key account analysis to identify trends, new leads, opportunities and risks.
Identify and elevate any customer complaints or risks to relevant internal stakeholders for resolution.
Secure MLAs (Master Lease Agreements - new/renewals) with Forwarders and/or Integrators where strategically beneficial.
Ensure sales channels receive training in the handling of ULDs. (Commercial and Operational).
Negotiate and secure major trades with global/target key accounts.
Support your colleagues in their accounts and territories; along with their market development activities:
Lead and actively participate in global/target key account team work and execute on assigned tasks in global/target key account plan.
>Support SAMs in generating budget, prognosis and monthly forecasting by sharing market information captured from the Forwarder sales channels. Optimize logistics requests together with Operations using a joint action plan.
Decide on the strategy and drive development of the Forwarder Sales Channels.
Create global/target key account plans:
Lead and create high quality account plans for global/target key accounts with involvement from internal stakeholders.
Perform continuous external analysis on trends, opportunities and challenges affecting sales channel, the pharma supply chain in general, and the assigned global key accounts more specifically.
Map decision making process at global/target key account level and perform actions to navigate higher, wider and deeper in the global key account.
Develop and own the global/target key account strategy for how to build and manage the Forwarder 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 on global/target key account plans:
Take measured steps to schedule meetings and prepare presentations/dialogue with involvement of relevant internal stakeholders.
Take lead on creating long term agreements and customized commercial offerings to develop Forwarder sales channel and maximize lead generation.
Leverage the current market offerings to maximize business growth.
Take responsibility for leading communication between global/target key account HQ, regional 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.
Drive improvement:
Track and act on stipulated performance metrics that capture both leading and lagging indicators.
Feedback opportunities and risks regularly to line manager.
Seek feedback from peers to drive improvement of processes used by all sales.
Demands on the position Professional capabilities
Proven success in business-to-business and professional sales of advanced products, systems, and/or services, combined with strong general business acumen.
Highly motivated, structured, and self-driven, with a clear sales mindset and the ability to proactively identify, hunt, and develop new business opportunities.
Thrives in activity‑based sales environments and is motivated by defined performance metrics and milestones.
Confident and self‑secure professional presence, with the ability to assert oneself and influence stakeholders at multiple organizational levels.
Excellent verbal, written, and presentation skills.
Highly developed customer and service orientation, with strong cross‑cultural awareness and the ability to operate effectively in a global, multicultural environment.
Strong computer skills, including Microsoft Office and internet‑based tools, with a solid working knowledge of CRM systems, particularly Salesforce, and a strong affinity for IT tools and system usage requirements.
Fluent in English, both written and spoken.
Interpersonal skills Our core values are essential to us;
Trustworthiness ,
Passion ,
Agility
and
Team spirit . To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills;
Professional, and 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
Relevant work experience and education
Professional experience in Contract Logistics, Supply Chain Management and/or Transportation Services required.
Work experience in the industries of Healthcare, Life Sciences, Bio Logics and/or Pharmaceutical preferred
8 to 10 years of proven and successful business key account management experience.
Bachelor’s degree is a must
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 Located within EMEA, in one of the countries where we maintain a legal entity: France, Germany, the Netherlands, Sweden, Switzerland, or the UK. Preferably based in mainland Europe.
The position requires extensive traveling up to 50‑60% of time to meet clients or other team members.
Application We will interview continuously and the position may be filled earlier than the closing date for applying. Don’t wait – apply today!
Contact person Head of Global Key Account Management Airlines & Forwarders
#J-18808-Ljbffr
Envirotainer
transports life‑saving pharmaceuticals around the world with innovative temperature‑controlled solutions.
With 40 years leading the industry, the world's largest pharmaceutical companies trust us to deliver. We offer the widest choice of cold chain solutions and a range of shipment monitoring services, all backed by our extensive global network to get pharma products to where it needs to be, precisely when it needs to be there.
When it comes to sustainability, we lead by example. Our ambitious science‑based targets guide us, so we can reduce not only our emissions but our customers', too. Our transparent reporting, data‑driven approach, and precise CO2 calculations allow us to measure our environmental impact all the way down to emissions per vial.
From research and development all the way to commercial distribution, we can deliver large quantities down to single patient samples. So no matter what the pharma industry produces, we can ensure the safety and efficacy of medicines for every phase of the pharmaceutical life cycle.
Position: Global Key Account Manager, Forwarders EMEA Reports to: Head of Global Key Account Management Airlines & Forwarders EMEA Purpose of position This position plays a key role in driving Envirotainer’s growth by shaping, structuring, and executing the Forwarder Global Key Account Management strategy, with a primary focus on the EMEA region. While the role sits within EMEA Sales, it involves close collaboration with Global Key Account Managers (GKAMs) and stakeholders across other regions to ensure alignment, consistency, and shared success with global forwarder accounts.
The role operates in line with the Sales Channel Strategy and focuses on building strong, collaborative relationships with forwarder commercial sales teams and departments in the field. This includes leading joint business initiatives in close partnership with Strategic Account Managers (SAMs).
The Global Key Account Manager brings strong commercial, strategic, and operational experience from the Forwarder and/or Contract Logistics environment, along with a solid understanding of key account management frameworks and processes.
The position does not carry direct line management responsibilities. However, it acts as the regional owner and driver of forwarder key account strategies, plans, and activity management across the Envirotainer Sales EMEA organization.
The role reports to the Head of GKAM Airlines & Forwarders EMEA and is an integral part of the Regional Sales team.
Responsibilities Develop Forwarder 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 Forwarder sales channels.
Actively engage in securing high value opportunities (RFQ, NPI, trip, conversion, agreement) managed by the sales teams (Envirotainer and Forwarder sales channels) in alignment with applicable process.
Perform regular global and local key account analysis to identify trends, new leads, opportunities and risks.
Identify and elevate any customer complaints or risks to relevant internal stakeholders for resolution.
Secure MLAs (Master Lease Agreements - new/renewals) with Forwarders and/or Integrators where strategically beneficial.
Ensure sales channels receive training in the handling of ULDs. (Commercial and Operational).
Negotiate and secure major trades with global/target key accounts.
Support your colleagues in their accounts and territories; along with their market development activities:
Lead and actively participate in global/target key account team work and execute on assigned tasks in global/target key account plan.
>Support SAMs in generating budget, prognosis and monthly forecasting by sharing market information captured from the Forwarder sales channels. Optimize logistics requests together with Operations using a joint action plan.
Decide on the strategy and drive development of the Forwarder Sales Channels.
Create global/target key account plans:
Lead and create high quality account plans for global/target key accounts with involvement from internal stakeholders.
Perform continuous external analysis on trends, opportunities and challenges affecting sales channel, the pharma supply chain in general, and the assigned global key accounts more specifically.
Map decision making process at global/target key account level and perform actions to navigate higher, wider and deeper in the global key account.
Develop and own the global/target key account strategy for how to build and manage the Forwarder 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 on global/target key account plans:
Take measured steps to schedule meetings and prepare presentations/dialogue with involvement of relevant internal stakeholders.
Take lead on creating long term agreements and customized commercial offerings to develop Forwarder sales channel and maximize lead generation.
Leverage the current market offerings to maximize business growth.
Take responsibility for leading communication between global/target key account HQ, regional 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.
Drive improvement:
Track and act on stipulated performance metrics that capture both leading and lagging indicators.
Feedback opportunities and risks regularly to line manager.
Seek feedback from peers to drive improvement of processes used by all sales.
Demands on the position Professional capabilities
Proven success in business-to-business and professional sales of advanced products, systems, and/or services, combined with strong general business acumen.
Highly motivated, structured, and self-driven, with a clear sales mindset and the ability to proactively identify, hunt, and develop new business opportunities.
Thrives in activity‑based sales environments and is motivated by defined performance metrics and milestones.
Confident and self‑secure professional presence, with the ability to assert oneself and influence stakeholders at multiple organizational levels.
Excellent verbal, written, and presentation skills.
Highly developed customer and service orientation, with strong cross‑cultural awareness and the ability to operate effectively in a global, multicultural environment.
Strong computer skills, including Microsoft Office and internet‑based tools, with a solid working knowledge of CRM systems, particularly Salesforce, and a strong affinity for IT tools and system usage requirements.
Fluent in English, both written and spoken.
Interpersonal skills Our core values are essential to us;
Trustworthiness ,
Passion ,
Agility
and
Team spirit . To be successful in your role at Envirotainer you need to demonstrate the following interpersonal skills;
Professional, and 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
Relevant work experience and education
Professional experience in Contract Logistics, Supply Chain Management and/or Transportation Services required.
Work experience in the industries of Healthcare, Life Sciences, Bio Logics and/or Pharmaceutical preferred
8 to 10 years of proven and successful business key account management experience.
Bachelor’s degree is a must
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 Located within EMEA, in one of the countries where we maintain a legal entity: France, Germany, the Netherlands, Sweden, Switzerland, or the UK. Preferably based in mainland Europe.
The position requires extensive traveling up to 50‑60% of time to meet clients or other team members.
Application We will interview continuously and the position may be filled earlier than the closing date for applying. Don’t wait – apply today!
Contact person Head of Global Key Account Management Airlines & Forwarders
#J-18808-Ljbffr