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.
For more information, please visit envirotainer.com
Position: Global Key Account Manager, Forwarders EMEA
Department: Sales EMEA
Reports to: Head of Global Key Account Management Airlines & Forwarders EMEA
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.
- 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 escalate 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.
- 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.
- 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.
- 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.
- 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.
- Support other GKAMs and SAMs in driving their leads and opportunities.
- Track and act on stipulated performance metrics that captures 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.
- 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 understandings.
- Excellent computer skills in Microsoft Office and internet usage, with a working knowledge of Salesforce.
- Fluent in English.
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
- 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.
- Experienced and proven success in business-to-business/professional sales of advanced products, systems, 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.
- Excellent verbal, written communication, and presentation skills.
- Highly developed customer and service orientation, broad cultural understanding.
- Self-secure appearance and ability to assert oneself.
- Excellent computer skills in Microsoft Office and internet usage; strong affinity to usage and requirement specifications of IT tools; working knowledge of Salesforce.
- Fluent in English.
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 DACH region.
The position requires extensive traveling up to 50-60% of time to meet clients or other team members.
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