Head Of Key Account Management (hcmc)

Country Key Account Manager

Manages and drives the performance of the country Key Account channel. Applies local incentive schemes for the Key Account channel based on the defined Sales Index. Ensures achievement of the country Sales Index for the Key Account channel. Coordinates implementation of strategic priorities in Customer Solutions Innovation (CSI)/ Multinational Corporation (MNC)/ Strategic Customer (SC) together with regional CSI/ MNC Heads. Steers and improves the performance of the Sales channel through performance measurements. Plans and manages portfolio of accounts. Supports Key Account Specialists in important customer interactions. Acts as a coach for the Key Account Team.

Reports to: Country Head of Sales (solid) - Regional Head of Business Development (dotted)

Provides guidance to Key Account channel and aligns their targets based on the country's priorities. Coordinates the implementation of strategic priorities in CSI/MNC together with the global/regional CSI/MNC. Facilitates the development of local Strategic Customers (SC) to support budget achievement. Is responsible for the CSI/ MNC/ SC budget achievement in the country. Plans and manages portfolio of accounts. Supports local Key Account Teams (e.g., through account planning, joined visits to Top customers) and acts as a coach for the Key Account Team. Supports and facilitates Sales skills/process training relevant to the Key Account channel. Supports Expert Community program. Actively participates in expert community and fosters collaboration (e.g., via Community Calls, iShare). Organizes internal and external sector events in the Country (e.g., Sector meeting, Customer events). Promotes industry expertise within the Country (case studies, trends, developments).

Working Location: Etown2 Building, No. 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City

Good understanding of sector issues in the forwarding industry and deep knowledge of DHL Global Forwarding's products (Air Freight/ Ocean Freight) and business models. Experience with the Key Account Sales channel. Well-developed management skills, collaborative leadership style to steer the senior Sales Team. Experienced in managing a team. Ability to identify customer needs by gathering information and building long-term relationships. Good communication and presentation skills. Conceptual thinking and analytical skills. Fluent in English verbal/written communication