Key Account Manager, B2B

2 weeks ago

Kuala Lumpur, Kuala Lumpur, Malaysia DHL Full time
We are currently seeking a
Key Account Manager to join DHL eCommerce Solutions Malaysia


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 multitier relationships across customer and DHL organizations to ensure a longterm 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 Sales Manager, B2B

  • 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
Communication

  • 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 coordinate 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
  • Coordinate 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

_Desired Skills / Qualifications _

  • 5 years corporate consultative / solution based sales experience in a servicerelated industry
  • Experience in managing and developing large & complex accounts
  • Experience in DHL network

_Minimum Educational Qualification _

  • Degree in Business (or related discipline)

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