"Professionally positioned for key accounts"

Key Account Management Germany drives growth with new customer acquisition focus.

As General Manager Key Accounts Germany at a. hartrodt, Stephan Schillhahn-Schluck wants to "show that we are professionally positioned in the area of large customers". Since the turn of the year, two new colleagues with a customer acquisition focus have strengthened the central department in Hamburg, which reports to the German management. "We have a clear growth orientation," emphasizes Stephan Schillhahn-Schluck. As an owner-managed, medium-sized company with short decision processes, he sees a. hartrodt excellently positioned: "We develop long-term solutions with the customer on equal footing. In doing so, we can act quickly and agilely".

A single point of contact for all requirements

For years, large medium-sized customers from the medical technology, high-tech or mechanical engineering sectors have valued a. hartrodt's Key Account Management (KAM) as a central competence center for global requirements. "These companies are based in Germany, but operate on a global scale," says Stephan Schillhahn-Schluck. Whether transports from China to the USA or from the USA to Australia – there is a fixed contact for all inquiries.

Information is gaining more and more weight

Although transportation remains the core product of international freight forwarding, fast and detailed information is becoming increasingly important. "The core requirements of our key accounts increasingly include global reports and EDI interfaces to provide high data transparency and Key Performance Indicators (KPIs)," says Stephan Schillhahn-Schluck. As examples, he cites IT projects for automated CO2 reporting or digitization projects for inbound: "If a customer imports from Asia to Europe and organizes all suppliers via an IT platform, we can access the data in real time via a global interface and process the orders digitally. At the same time, we transmit track & trace data".

The KAM works closely with the IT Business Consulting: "We accompany projects through to implementation and training," says Stephan Schillhahn-Schluck. His vision: "With the CargoWise One supply chain platform, we will achieve even greater transparency globally".

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