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Key Account Manager, Pen

2 weeks ago

Bayan Lepas, Malaysia DSV Full time

Job Req Number: 70582
Time Type: Full Time

**Purpose of Position**
This role is responsible for driving customer growth through end-to-end value-added solutions across all products while prioritising a unique customer experience, as well as developing potential new key accounts within the branch.

**Key Tasks**

Sales Management and Customer Engagement:

- Ensure strict adherence to all global sales policies, processes, and guidelines concerning global accounts.
- Fosters collaboration between Sales and Product functions to drive growth for the Global Account.
- Strengthen customer relationships through DSB and stakeholder engagement within the branch.
- Focus on selling end-to-end value-added solutions across all products based on the strategic priorities outlined in the Account Growth Plan, personally engaging with key decision-makers of the Global Accounts in the Business Unit.

Sales Planning and Review:

- Responsible for personally communicating and executing the account growth plan or delegating to the Key Account management team and propose account targets for the Global Account per Product on Regional level to GHIV for the purpose of yearly target setting.
- Attend monthly review meetings to analyse the account pipeline, activities, and performance using global standard reports.
- Identify corrective actions and review up-trading, down-trading, loss-making, and newly gained trade lanes, implementing appropriate measures.
- Support GKAM/RKAM & BUHS in ensuring well-prepared monthly, quarterly, and yearly business review meetings involving relevant stakeholders, ensuring timely distribution of minutes, following up on corrective actions, as well as promptly escalate any concerns or complaints of the Global Account to GKAM/RKAM & BUHS.

Opportunity Management:

- Ensures cross-selling of products and end-to-end value-added solutions while promoting up-selling of customs brokerage and transport insurance.
- Provide support to GKAM/RKAM & BUHS in ensuring the proper execution of the tender management process, including timely pre-RFQ strategy alignment with product, creating and sharing RFI & RFQ post-bid analysis, and aligning corrective actions with sales and product functions, as well as ensuring timely and proper handover of business implementation to BIM.
- Verification of invoices issued for quotes made locally to minimize error & maximize profitability.

Collaboration and Transparency:

- Fosters collaboration between the KAM team and Regional KAM team to ensure the account growth plan is comprehended and supported across the branch.
- Utilizes MS Dynamics for all opportunities with timely entry and assignment of sales cycles.
- Support GKAM/RKAM & BUHS in updating the account executive sponsor on RFQs, performance, and corrective actions.
- Share relevant market intelligence and best practices with GKAM/RKAM & Commercial Manager.

Processes, Risk & QHSE Compliance:

- Ensure regular maintenance of SLAs and SOPs, supports in driving contract negotiations to achieve best terms and conditions in accordance with company policy and ensure that signed contracts and addendums are properly stored in contract management system.
- Implement and adhere to new global customer reporting standards for all Global Account reports, proactively escalate operational issues for timely resolution.
- Perform assigned tasks to support DSV in meeting quality, health, safety, and environment objectives as per the QHSE policy, while promoting sustainability and community support in day-to-day activities.

**Competencies**:

- Demonstrate team leadership with strategic planning abilities, strong execution skills to achieve growth targets, and the capability to build a high-performing workforce by identifying and promoting talent and employing systematic and rational analysis to identify root causes of problems.
- Prioritize customer expectations and strategies, adapting their approach accordingly, and actively follows and responds to market trends and industry developments.
- Demonstrate ownership in managing the account's performance, financials, and operational excellence, while possessing good communication, presentation, negotiation, and interpersonal skills.

**Qualifications**:

- Preferred degree in Business Admin, Economics, Marketing, or Logistics, with a minimum of 3 years of experience in a Key Account role.
- Conversational proficiency in languages relevant to the assigned accounts is required. Possesses a good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others), Customer Relationship Management (CRM) tools, and SAP® or similar systems for reporting and analysis.

**DSV - Global transport and logistics**

DSV is a dynamic workplace that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals. When you join DSV, you are working for one of the very best performing companies in the transport