Key Account Manager (Sales)

Vietnam DHL eCommerce Solutions req84555 08/10/2019
We are currently seeking a Key Account Manager to join DHL eCommerce Vietnam!

The Key Account Manager will be responsible for leading the geographic profitability development of designated Key Accounts & Partners (3PVs, Market Places) through positioning DHL as a strategic business partner, and delivering agreed programs & revenue targets, through a team drawn from across the DHL network.

Essential Duties and Responsibilities
Customers (external)
Identify, establish and manage multi-tier relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals
Build and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and Partners
Provide customer oriented service at all times relating to specific sales and customer expectation issues
Reporting to the Commercial Head
Provide customer account revenue and activity reporting, as required by the Management team
Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio
Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth
Provide country inputs to the development of account strategies
Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans
Drive sales improvement through regionally harmonized processes
Contribute to the regional bidding or RFQ process when requested
Develop a working relationship with the relevant support sections e.g. GKAM Support Group, Operations to ensure they are kept up to date with all issues relating to the GKAM Customer accounts
Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements
Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer’s life time value to DHL
Sales/Customer Account Development – Planning and Follow Up
Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base so that the required account sales results are achieved
Develop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accounts
Implement global and regional account acquisition / development approaches and platforms
Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled
Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions
Develop plans to deny competitor penetration into the accounts
Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL
Margins/Profitability Assurance
Establish and implement a pricing review timetable that ensures improving margins from designated accounts
Adhere to regional standards on profit margins and discount guidelines
Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too.Any deviations from this tariff requires management agreement and justification

Facts and Figures

  • Business Unit

    DHL Supply Chain Vietnam

  • Employment Type

    Permanent Full-Time

  • Work Permit Required