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Key Account Executive

1 month ago

Kuala Lumpur, Malaysia DHL Full time

We are currently seeking a Key Account Executive to join DHL eCommerce team in **Malaysia.**

The **Key Account Executive **will be responsible for meeting sales revenue objectives at a sales territory or portfolio level via retention, development and acquisition activities, by servicing and retaining existing customers and targeting new business opportunities

**_ 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

**_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 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

**_Desired Skills / Qualifications _**
- 2-3 years corporate consultative / solution based sales experience in a service-related industry
- Experience in managing and developing large & complex accounts
- Experience in DHL network
- Degree in Business (or related discipline)