Job Description

We are currently seeking a Key Account Manager, B2B to join DHL eCommerce Solutions Malaysia!

The Key Account Manager, B2B will be responsible for leading the geographic profitability development of designated Key Accounts & Partners (3PVs, Market Places) through positioning DHL as a strategic business partner, and delivering agreed programs & revenue targets, through a team drawn from across the DHL network.

Essential Duties and Responsibilities

Customers (external)

• Identify, establish and manage multi-tier relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals
• Build and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and Partners
• Provide customer oriented service at all times relating to specific sales and customer expectation issues

Reporting to the Sales Manager, B2B

• Provide customer account revenue and activity reporting, as required by the Management team
• Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio
• Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth
• Provide country inputs to the development of account strategies
• Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans
• Drive sales improvement through regionally harmonized processes
• Contribute to the regional bidding or RFQ process when requested

Communication

• Develop a working relationship with the relevant support sections e.g. GKAM Support Group, Operations to ensure they are kept up to date with all issues relating to the GKAM Customer accounts
• Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements
• Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer\xe2\x80\x99s life time value to DHL

Sales/Customer Account Development \xe2\x80\x93 Planning and Follow Up

• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base so that the required account sales results are achieved
• Develop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accounts
• Implement global and regional account acquisition / development approaches and platforms
• Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled
• Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions
• Develop plans to deny competitor penetration into the accounts
• Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL

Margins/Profitability Assurance

• Establish and implement a pricing review timetable that ensures improving margins from designated accounts
• Adhere to regional standards on profit margins and discount guidelines
• Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification

Desired Skills / Qualifications

• 5 years corporate consultative / solution based sales experience in a service-related industry
• Experience in managing and developing large & complex accounts
• Experience in DHL network

Minimum Educational Qualification

• Degree in Business (or related discipline)

DHL