Job Description

Job Req Number: 67734
Time Type: Full Time

Purpose of Position

Senior Key Account Manager must develop the customer growth potential by driving end-to-end and value-added solutions selling across all Products and providing a unique customer experience with superior customer focus within the Branch.

Senior Key Account Manager is also to develop new prospect customers with potentials to be a Key Account for the Branch and responsible for executing the 3-year global account growth plan with Sales and Product in his/her assigned Branch.

Key Tasks

Sales Management

• Ensure all global sales policies, processes and guidelines relating to the global accounts are adhered to.

Customer Engagement

• Drive growth of the Global Account by ensuring appropriate collaboration within Sales and across Product functions.
• Strengthen the customer relationship by driving appropriate DSB and customer stakeholder engagement in the Branch.
• Focus on selling end-to-end and value-added solutions across all Products according to the strategic priorities defined in the Account Growth Plan.
• Personally engage with all key decision makers of the Global Accounts within the Business Unit.

Sales Planning

• Communicate account growth plan and drive execution personally or through Key Account management team where applicable.
• Propose account targets (Semicon Industry) for the Global Account per Product on Regional level to GHIV for the purpose of yearly target setting.

Sales Review

• Attend monthly review meetings.
• Review account pipeline (including RFQ\'s), activities and performance using global standard reports and define corrective actions.
• Review up-trading, down-trading, loss-making and newly gained trade lanes on a monthly basis and take corrective actions where applicable.
• Support GKAM/RKAM & BUHS in ensuring Monthly, Quarterly and Yearly Business Review (Strategic Business Review) meetings take place, are well-prepared and all relevant stakeholders involved in a timely way.
• Support GKAM/RKAM & BUHS in ensuring minutes from Monthly, Quarterly and Yearly Business Review Meetings are distributed to all relevant stakeholders (Products, Regions, Sponsors, CCO) and corrective actions are followed up.
• Ensure any concerns and/or complaints of the Global Account are timely escalated to GKAM/RKAM & BUHS.

Opportunity Management

• Ensure cross-selling across products, end-to-end value-added solutions and up-selling of customs brokerage and transport insurance.
• Support GKAM/RKAM & BUHS in ensuring Tender Management process is followed, including timely pre-RFQ strategy and alignment with Product.
• Support GKAM/RKAM & BUHS in ensuring RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions.
• Support GKAM/RKAM & BUHS in ensuring timely & proper handover of business implementation to BIM.
• Verification of invoices issued for quotes made locally to minimize error & maximize profitability.

Collaboration and Transparency

• Drive collaboration between KAM team and Regional KAM team.
• Ensure account growth plan is understood and supported across the Branch.
• Use MS Dynamic for all opportunities, including timely entry and assignment of sales cycles (months ahead of receiving the RFQ from customer), setting correct volumes and flags.
• Support GKAM/RKAM & BUHS in ensuring account executive sponsor is updated on RFQ\'s, performance and corrective actions.
• Share relevant market intelligence and best practices with GKAM/RKAM & Commercial Manager.

Processes, Risk & QHSE Compliance

• Ensure SLA\'s & SOP\'s are on SharePoint / ShareDrive and regularly maintained.
• Support GKAM/RKAM & Commercial Manger in driving contract negotiations to achieve best terms and conditions in accordance with company policy and ensure that signed contracts and addendums are properly stored in contract management system.
• Ensure new global customer reporting standards are implemented and adhered to for all Global Account reports.
• Drive data quality improvement in MS Dynamics.
• Pro-actively escalate operational issues to GKAM/RKAM & Commercial Manager, ensure resolution.
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment as documented in SharePoint and follow all requirements as set out in the QHSE policy.
• Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Job Requirements

• Strategic and planning skills (ability to develop strategy and plan)
• Strong execution skills to deliver on growth targets
• Builds high performing workforce by identifying and promoting talent, hiring high performers
• Ability for systematic and rational analysis to identify the root cause of problems
• Focuses on the customer\'s expectations and strategy and adapts approach accordingly
• Follows and acts on market trends and industry developments
• Takes ownership of managing the account (performance, financials, operational excellence)
• Good communication, presentation, negotiation and interpersonal skills.
• Degree in Business Admin, Economics, Marketing or Logistics preferred
• Minimum 3 years in a Key Account role
• 5 years of work experience (minimum)
• Conversational in languages relevant for the assigned accounts
• Good knowledge of Microsoft Office Software (Excel, Word, PowerPoint and others)
• Good knowledge of Customer Relationship Management (CRM) tools
• Good knowledge of SAP, or similar systems, for reporting and analysis

DSV - Global transport and logistics

DSV is a dynamic workplace that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals. When you join DSV, you are working for one of the very best performing companies in the transport and logistics industry. You\'ll join a talented team of more than 75,000 employees in over 80 countries, working passionately to deliver great customer experiences and high-quality services. DSV aspires to lead the way towards a more sustainable future for our industry and are committed to trading on nature\'s terms.

We promote collaboration and transparency and strive to attract, motivate and retain talented people in a culture of respect. If you are driven, talented and wish to be part of a progressive and versatile organisation, we\'ll support you and your need to achieve your potential and forward your career.

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Why DSV

DSV