Key Account Manager, B2B

3 weeks ago

Kuala Lumpur, Malaysia DHL Full time

We are currently seeking a Key Account Manager, B2B to join DHL eCommerce Solutions Malaysia

The Key Account Manager, B2B 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

**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 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 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 _
- 5 years corporate consultative / solution based sales experience in a service-related 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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