Interview with Rok Jarc, the Head of Strategic Accounts at Eurosender

Rok Jarc has been with Eurosender for nearly seven years. From a sales and business development expert, he has held various positions and is today the Head of Strategic Accounts, responsible for our biggest and most important business clients.

1. Has Eurosender grown a lot since you joined the company?

The company has not just grown, but it has been constantly growing since the beginning. We have been developing and offering new and more complex logistics services on a yearly level.

If our first customers were once smaller companies and individual shippers, we are now proud to say that we have evolved to the level where we take care of the biggest industry players in various market fields.

2. How do you manage to grow your client base while devoting constant attention to existing clients?

In recent years, we have built several Key Account Management teams to cover the needs and requirements of all our business clients as this is the best approach to serve them better while gaining operational efficiency at the same time.

We are moving fast despite logistics being a traditional industry by simultaneously putting a lot of focus on digitalisation and automation which help us gaining on efficiency, flexibility, and transparency. This helps us serve our clients better and faster.

3. Is one Key Account Management team not enough?

When I took the position, one person was enough. But as the company has constantly been developing, growing, and offering new transportation services, it has grown to the level, where one KAM team was not enough to cover everything. Today, Eurosender has more KAM teams, each devoted to different Tier segments.

This way each Key Account Management team can better focus on the clients they are responsible for. They try to make everything possible, so the clients don’t need to worry about anything. The results we all bring are much better and customer satisfaction has increased a lot.

4. How important is the position of a Key Account Manager at Eurosender?

Each Key Account Manager at Eurosender is exceptionally important. They are all fully dedicated to the needs of their clients. We interact with them and tend to their needs as soon as we can. Our extensive product knowledge and dedication to each client’s business allow us to always recommend the best solution for their logistics needs. The relationships with our partners go beyond calls and emails. We also regularly visit them at their business locations for in-person meetings, where we evaluate the present state and plan the future.

5. Which logistics solutions can Eurosender offer to business clients?

We offer all our business clients a large scope of different logistics services. Every business client can send documents, standard or express packages or bigger freight shipments. They can opt among pallet shipping, dedicated van delivery, LTL and FTL, and we can also organise air or sea cargo transport upon request.

Our sales and KAM teams push beyond the ordinary on a daily level, always striving to achieve more. No matter how complex our clients’ needs may be, we always go the extra mile to try to find the best logistics solution. Collaboration is of key importance and can move milestones!

6. How digitalised is Eurosender today?

Fully. Our clients can immediately get the best transportation solution through our modern digitalised platform. We believe that digitalisation plays an essential role for many businesses as everything is only one click away. Digital booking helps them save time, lower shipping costs and increase overall productivity.

We are proud of our advanced pricing algorithm which compares thousands of quotes within seconds and provides each client with the best solution. Our sophisticated dashboard gives our customers full autonomy to manage and have control over all their logistics operations.

7. What is the secret to building a strong relationship with your clients?

Our clients are the heart of our business. When a new business client joins Eurosender, we first discuss their needs, requirements, and expectations. We listen, we think ahead and act fast. We are aware that each client has different needs, thus we cannot rely on a standardized approach. Our clients always get tailored solutions which best suit their individual needs and requirements. Through offering such a customized experience we form long-term relationships and build trust, all the while empowering both sides of the deal.

We take care of their set-up, meaning that we integrate each business client into our system. By connecting them to our extensive network of more than 100 logistics providers and 3500 vans and trucks, we offer to take complete control of their transportation needs. They get end-to-end logistics solutions from warehouses or injection points to their customers across Europe and worldwide.

8. What are your main aims regarding the Eurosender key clients?

We constantly aim to navigate our clients’ needs towards growing and optimising their business solutions. To do so, we need our key account managers to always maintain a problem-solving attitude and positive mindset.

If their needs have changed, say they have an increased demand for shipping due to expanding their business, we provide them with a new solution-oriented plan. This way they can keep up with the demand they are having and make a profit. Due to our large scope of available services, we can accustom to any logistics requirement our clients may have.

Read more:

• Interview with Jan Štefe, the CEO of Eurosender
• Interview with Domen Rožman, Senior Project Manager at Eurosender
• Interview with Noela Bešir, Logistics Project Manager at Eurosender