Key Account Manager

Job Title

Main Accountabilities

Customer

1. Provide customer orientated service at all times relating to sales and operation issues.

2. Plan and co-ordinate national sales activities to retain and develop sustaining sales revenue.

3. Drive/support development of new/innovation service or value creation as part of continuous development to meet customers' needs.

4. To drive and manage profitable growth with the assigned customer.

5. Develop and manage China brand customers to expand market share and business opportunities globally.

Stakeholder

1. Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers, influencers.

2. Work with third party service providers like packing companies, carriers, truckers or shipping lines for special projects.

3. Work with other DHL divisions for end-end supply chain solutions and collaborations.

4. Work with countries and internal departments such as Products, VAS, Finance, First Choice, BPO, IT and Implementation to satisfy customers' needs and ensure service continuity.

5. Coach and work closely with virtual team - District/Branch/Sales and Business Support Managers.

6. Regular Performance Dialogue with Regional RAD/Sector Heads and BSMs.

Measurement Criteria / KPIs

1. Existing customer retention & continued patronage.

2. Developing new revenue and profitable growth.

3. Timely settlement of customer issues and disputes.

4. Increase SOW of China brand customers in terms of volume & GP.

5. Achieve excellent agreed sales and related targets (e.g., pipelines, sales calls, etc.).

6. RFI/RFQ Response.

7. Relationship Mapping.

8. End to End solution.

9. Sales & Product Collaboration.

10. Virtual Team Management.

Requirements

Skills

1. Planning and Organization.

2. Good Interpersonal skills.

3. Excellent Communication skills.

4. Passion to develop new customers.

5. Influencing skills.

6. Negotiation skills.

7. Ability to work under stress.

Experience

1. 3 to 5 years in the logistics or forwarding Industry.

2. Least 2 years in dealing with Major Accounts on a country level.

3. Relevant experience in International supply chain will be an advantage.

4. With experience in maintaining and developing key domestic brands and enterprises will be an advantage.

Educational Qualifications

1. Degree Holder, relevant post graduate qualification will be an advantage.

2. Fluent use of English (both written and spoken).

3. Competent Computer skills required.