Global Account Manager, Industrial, APAC

2 days ago

Singapur, Singapore DSV Full time

Time Type:

Full Time

Purpose of Position

The APAC Regional KAM is responsible for executing DSV Group Commercial Enterprise Account growth plan with Sales and Product in his/her respective Region. He/she must develop the customer growth potential by driving end-to-end and value added solutions selling across all Products and providing a unique customer experience with superior customer focus within the Region.

Key Tasks

Sales Management

Ensure all global sales policies, processes and guideline relating to the global account are adhered to.Customer Engagement Drive growth of the DSV Group Commercial Enterprise Account by ensuring appropriate collaboration within Sales and across Product functions. Strengthen the customer relationship by driving appropriate DSV and customer stakeholder engagement in the region. Focus on selling end-to-end and value added solutions across all Products according to the strategic priorities defined in the account growth plan. Personally engage with all Regional and Country key decision makers of the global account.

Sales Planning

Communicate account growth plan across all countries in the region and drive execution personally or through Key Account Management team where applicable. Attend yearly / quarterly / monthly review meetings with Global Account Directors (GADs).  Review 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 on a monthly basis and take corrective actions where applicable. Support GADs in ensuring Monthly, Quarterly and Yearly Business Review meetings take place, are well-prepared and all relevant stakeholders involved in a timely way. Support GADs in ensuring minutes from Monthly, Quarterly and Yearly Business Review Meetings are distributed to all relevant stakeholders and corrective actions are followed up. Ensure any concerns and/or complaints of the Global Account are timely escalated to GADs

Opportunity Management

Ensure cross-selling across products, end-to-end value added solutions and up-selling of customs brokerage and transport insurance. Support GADs in ensuring Tender Management process is followed, including timely pre-RFQ strategy and alignment with Product. Support GADs in ensuring RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions. Support GADs in ensuring timely & proper handover of business implementation to Implementation Team.

Collaboration and Transparency

Ensure account growth plan is understood and supported across the Region. Use CRM for all opportunities, including timely entry and assignment of sales cycles (months ahead of receiving the RFQ from customer), setting correct volumes and flags. Support GADs in ensuring account executive sponsor is updated on RFQ’s, performance and corrective actions. Share relevant market intelligence and best practices with customers.

Processes, Risk & QHSE Compliance

Ensure customer reporting standards are implemented and adhered to. Drive data quality improvement in CRM. Pro-actively escalate operational issues to ensure resolution. Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy. Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Competencies 

Commercial Acumen Business Skills - Good understanding of the business Sales Planning Task oriented - Meeting sales goals Presentation Skills Negotiation & Persuasion Skills Customer Orientation Communication & Interpersonal Skills

Experience & Education 

Degree with a minimum 15-18 years of relevant experience in the industry

DSV – Global transport and logistics

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