Senior Key Account Manager

About the role

Job Req Number: 132402

Time Type: Full Time

Key Responsibilities

Customer Engagement

• Own customer relationship for Road APAC with key regional, global and local customer stakeholders based in APAC
• Maintain good relationship with GAD, RKAM and other account management resources within DSV to jointly develop the account and portfolio by growing GP and Revenue in the portfolio
• Develop business growth in terms on GP and Revenue, as well as new business with assigned customers.
• Manage a favorable commercial relationship with assigned account that will promote customer satisfaction, business growth and profitability.
• Regional escalation point for all operational, commercial and other topics for Road
• Organize and lead regular QBR meetings with the customer
• Organize senior stakeholder engagement with the customer at least on a year with annual strategy meeting with customer
• Ensure all assigned accounts are managed and developed in line with the established corporate/regional strategies and all key performance indicators stipulated in the respective business contracts are fulfilled.
• Conduct business reviews, analyze and identify business opportunities, potential risks and make appropriate recommendations to management.
• Responsible for a smooth business implementation and handover of SOPs to operations and ongoing monitoring of compliance for the assigned customers.
• Propose objectives and strategic investments for each assigned account(s).

Accounts Management

• Attend monthly/quarterly/annual customer review meetings
• Ensure monthly/quarterly/annual Business Review meetings take place, are well-prepared and all relevant stakeholders involved in a timely manner
• Ensure minutes from Monthly, Quarterly and Yearly Business Review Meetings are distributed to all relevant stakeholders (Products, Regions) and corrective actions are followed up for Country Key Accounts and sizeable Country Accounts where applicable
• Ensure any concerns and/or complaints from customer are timely escalated to all relevant stakeholders (Products, Regions)

Opportunity Management

• Align and agree on strategic bid prioritization with product and/or Global/Regional team
• Ensure all opportunities are created and tracked through CRM
• Ensure all Country RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with Product
• Ensure RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed

Quality & Performance Management

• Maintain continuous close collaboration with operations team to contribute in performance excellence and/or quality improvement programs for all assigned accounts.
• Perform quality and timely update and maintenance of the data in Sales system (MS Dynamics) and monitor use of Customer Applications.
• To assist Finance to achieve the desire DSO targets
• Additional to above tasks
• Any other job-related tasks as assigned by the superior.

• Adherence to the Code of Conduct policy of the DSV Group
• Competencies
• Strong ability to build and maintain customer relationships for growth

• Ability to work in a complex organizational environment and through various stakeholders
• High degree of self-discipline
• Ability to manage cross-functional interfaces

Strong effectiveness in self-management: Planning, Organizing & Goal Setting, Execution:

• Good interpersonal and written and verbal communication skills
• Customer focus
• Team player
• Problem-solving skills
• Organized, flexible and able to prioritize work under tight deadlines
• Detail oriented
• Not with a black or white mentality

Experience & Education

• Key account management experience with large corporates >3 years
• Functional experience in transport logistics and supply chain solution
• Basic sales knowledge

Additional information

Expertise and professionalism in customer contacts, understanding of customer requirements, analysis and resolution of problems and complaints

• Bachelor or Master degree
• Interest in leadership development
• At least 5 years of relevant business experience
• High competency with MS Office (Word, Excel & Powerpoint)
• MS Co-Pilot user and experience in utilizing LLM
• DSV – Global transport and logistics
• What moves you?

At DSV, we move more than goods. We move careers, ambitions and opportunities.

With close to 150,000 colleagues in over 90 countries, we are the global leader in transport and logistics, and it is our people who bring our services and solutions to life every day. From frontline operations to business functions, every role contributes to keeping supply chains flowing and societies running.

Here, you are trusted to take ownership, act on your ideas and make decisions that create real impact. It is a place where people, careers and ideas keep moving forward. We value transparency in how we communicate and collaborate, and we win together by supporting each other, challenging each other and delivering results as a team.

• Start here. Go anywhere
• This is our promise of movement. A promise that your work matters, your contribution counts, and your career can move as far as your ambition takes it.
• If you are looking to make an impact, grow your career and be part of something bigger, DSV is the place to be.
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