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Global Account Director, Healthcare, Asia Pacific
2 weeks ago
Job Req Number: 74001
Time Type: Full Time
It takes a special kind of drive to keep the world moving; and due to growth, DSV is looking to recruit. Please see the links* at the bottom the page, to find out more about DSV.
DSV are recruiting for Global Account Director (GAD), in the United Kingdom. The Global Account Director is an executive-level account management role that is responsible for managing, developing, and expanding business with one or more of DSV’s global clients across all DSV Divisions. As such, the role requires high initiative and self-motivation whilst thriving on challenges. Defining a long-term growth plan and retention strategy being able to transfer value of the various DSV Divisions towards the customers supply chain. Critically, the GAD must be able to establish and maintain productive strategic relationships and be comfortable working at various levels with both internal and external stakeholders.
**Key Tasks**
Overview
- Manages Global Account(s) on behalf of all DSV divisions.
- Aligns strategic account development with Global Executive Sponsor and relevant stakeholders.
- Maintains a high level of communications and transparency on customer activities throughout the DSV organization while ensuring all stakeholders are informed according to current activity level, opportunities, and strategic development for future engagement.
- Acting as ultimate escalation for customer, but dealing with potential agreement-impacted incidents rather than daily operational deviations
- Develops and drives a customer strategic account plan called Know your customer (KYC) to retain and grow customer revenues and relationships.
- Actively drives innovations and continuous improvement process with the customer.
- Stays informed on market trends and developments with their assigned accounts and within the logistics arena.
- Use knowledge and specialists to create value added solutions for customers.
- Actively searches and identifies opportunities within customer account and engages colleagues and line businesses to further grow the account.
- Define and agree goals and KPI’s for the logistics activities in accordance with the client’s requirements.
- Demonstrates the necessary skills to negotiate for effective outcomes.
- Contributes to the further professionalization of the Global Commercial Organization and demonstrate examples of best practice to the wider team. Conduct and participate in quarterly business reviews with customer(s) to review metrics, discuss business opportunities and operational challenges which also requires the ability to travel.
Customer Engagement
- Personally, engage with all Country/Regional key decision makers of the Global Account
- Drives direct customer contact while demonstrating both the business development skills and ‘technical’ knowledge to make presentations, and lead/initiate customer discussions.
- Drive growth and relationship of the Global Account by ensuring appropriate collaboration and partnering internally and externally.
- Strengthen the customer relationship by driving appropriate DSV and customer stakeholder engagement in the Region.
- Focus on developing end-to-end and value-added solutions across all Divisions according to the strategic priorities defined in the KYC (KYC) Understands customer value proposition, transfers this into DSV world and products.
Engagement Planning
- Communicate account growth plan (KYC) across the DSV Divisions and drive execution personally or through the involved teams where applicable.
- Propose account targets for the Global Account per Product for the purpose of annual target setting. Establish Global Executive Sponsor approach towards the customer to ensure customer relation on various levels.
Review
- Host account review meetings with the relevant Teams and/or IV Lead
- Create and manages 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 monthly and take corrective actions where applicable.
- 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. Able to escalate any concerns and/or complaints of the Global Account to the appropriate parties.
Processes, Risk & Compliance
- Driving contract negotiations to achieve best terms and conditions in accordance with company policy.
- Ensure new global customer reporting standards are implemented and adhered to for all Global Account reports.
- Maintain and updates all relevant data in MS Dynamics (Visit Reports, Meetings, Tender)
**Skills and Competencies**
- Team player with ability to work diversified cross-functional teams and all levels of management
- Capability to work under time and quota pressures
- Presentation and actively leading virtual online meetings and customer engagement
