Major Account Executive

Major Account Executive

The Commercial Department of DHL Express Guatemala is seeking a Major Account Executive. Based in Guatemala, this position will be responsible for managing and growing a portfolio of high-value strategic customers, ensuring long-term profitable relationships and driving significant revenue contributions for the business. This role focuses on deep account management, proactive development of opportunities, and the delivery of a best-in-class customer experience through consultative selling and strategic partnership.

Key Responsibilities

• Strategic Account Management: Manage, develop, and retain a portfolio of major accounts, ensuring strong long-term relationships and deep customer engagement. Act as the primary point of contact for key stakeholders within assigned accounts, understanding their business, industry trends, logistics challenges, and strategic priorities. Build and execute tailored account plans to drive revenue growth, increase share of wallet, and identify new opportunities within existing accounts.
• Business Development & Consultative Selling: Identify, qualify, and develop new business opportunities within major accounts through a consultative and data-driven approach. Present customized DHL Express solutions that address customer needs, improve efficiency, and deliver measurable value. Lead and support commercial negotiations, ensuring alignment with pricing guidelines and profitable deal structures.
• Performance Analysis & Reporting: Monitor the performance of assigned accounts, analyzing volume, revenue, profitability, and trends across products and lanes. Use insights to proactively address risks, propose corrective actions, and capitalize on growth opportunities. Maintain accurate and updated information in CRM systems, including pipeline, opportunities, contact reports, and performance metrics.
• Internal Collaboration: Partner closely with Operations, Customer Service, Finance, Credit, Marketing, and Pricing to ensure seamless execution and an exceptional customer experience. Coordinate the resolution of escalated customer issues, acting as an advocate for major accounts within the organization. Support the implementation of commercial initiatives, campaigns, and cross-functional projects that enhance value delivery.
• Market Insights & Thought Leadership: Stay informed about market trends, competitive activity, and industry developments relevant to key sectors. Share insights with internal stakeholders to strengthen strategy and enhance DHL's position with major customers.

What You Bring

• Bachelor's degree in Business Administration, International Business, Marketing, Engineering, or related fields.
• Minimum of 3 to 5 years of experience in B2B sales, key account management, or strategic/commercial roles, preferably in logistics, express, supply chain, or related industries.
• Proven experience building and managing relationships with high-value customers and conducting complex negotiations.
• Strong consultative selling skills, with the ability to identify customer needs and deliver strategic solutions.
• Analytical mindset with the ability to interpret data, understand trends, and make insight-based recommendations.
• Proficiency in Excel, CRM platforms, and digital sales tools; basic Power BI knowledge is a plus.
• Bilingual: Spanish – English
• Strong communication, presentation, and stakeholder-management skills.
• A results-oriented approach, strategic thinking, teamwork, and customer-centric focus.

CONNECTING PEOPLE, IMPROVING LIVES