At DHL people mean the world to us. Thats why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building THE logistics company for the world.
As a Global Top Employer, DHL Global Forwarding is committed to maintaining an environment that empowers every team member to make the greatest possible impact on our business. Our corporate culture is about personal commitment to our business, to each other and to our communities. DHL is dedicated to being a great place to work. In addition to competitive compensation packages, our employees enjoy a range of programs, services and benefits that bring the best to their personal lives.
DHL Same Day is a 24x7x365 expedited transportation company which is part of DHL Global Forwarding.
REGIONAL OPERATIONAL KEY ACCOUNT MANAGER (CENTRAL US):
Participate in the design of commercial approach, and ensure implementation of account management strategy to expand and maintain customer base, deliver GP growth, profitability and service targets for key accounts in line with business strategy, financial objectives, Group guidelines and policies.
Responsibility for this position is to support the analysis of prospect target groups and new business opportunities in assigned territory. Assist in the acquisition and account management of profitable business relationships with new and established customers. Ensure maximum exposure of DHLSD amongst target prospects. Assist with proposal preparation, and conduct customer visits. Lead product specific negotiations to obtain new customers.
* Expand the SLA program across all business units with an emphasis on showcasing SD as the premium courier/mission critical/white glove product offering within DGF.* Work on closure of top CSI/MNC opportunities.* Visit (QBRs) the existing regional portfolio to increase customer satisfaction.* Act as a SME: Create awareness and knowledge through education (country/BU rollouts) including marketing (social media, brochures etc.).
Cross departmental support responsibilities geared towards increased customer satisfaction assist to resolve billing issues, compliment network operations with occasional specific scope agent/airline projects, etc.
Main tasks & key responsibilities:
* Collaborate/network within other BUs e.g. CSI, DHLE, DGF, and DHL Supply Chain.* Be the face of DHLSD for region.* Collaborate with internal functions that support the sales process (Product, Sales Support, Customer Service, Operations, HR, IT, Legal, Finance, etc.), gather required input and coordinate actions.* Work in close cooperation with customer service and operations teams to ensure quality and improve performance.* Identify, establish and manage multi-tiered relationships across customer and DHL BUs to ensure a long-term business partnership and achievement of corporate goals.* Continuously review business potential and identify potential business opportunities.* Contribute to developing key account strategy including account planning, revenue targets, service goals, etc. in line with overall business strategy and sales objectives.* Act as conduit for escalations working with customer and internal teams for immediate resolution.* Prepare sales plans, set sales targets and quotas, and contribute to the delivery of sales objectives for key accounts.* Implement sales process, activities and initiatives for assigned key accounts to ensure account retention, achieve sales targets, identify new revenue opportunities, contract renewals, etc.* Provide ongoing support to high value clients to ensure delivery of high quality customer service.* Coordinate activities of functions where the customer has direct contact to provide consistent and cohesive services.* Understand market trends, own product and clients business/ requirements, translate products into solutions to meet their needs.* Monitor competitive activity within accounts and disseminate information to relevant functions such as customer service, operations, pricing, etc.* Identify decision-makers, establish and maintain relationships with major accounts to negotiate customer contracts, promote brand awareness, resolve issues and build profitable business relationships.* Analyze complex issues and adapt current processes and techniques in own work area for enhanced efficiency and effectiveness.* Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating.* Negotiate and secure authorization of agreements/ contracts, change terms and conditions in line with Group guidelines.* Collaborate with functional teams for achievement of goals by assigning work, timelines, reviewing output and supporting performance management.* Support to recruit, motivate, develop and coach team members.
Qualifications:
* Proven account management experience, preferably in the transportation/logistics industry.* Excellent operational process knowledge with strategic perspective.* Good all round communicator with business software use, CRM, written, oral and presentation skills at all levels.* Good at establishing working relationships and developing personal contacts* Cross-cultural competence.* Strategic vision and insight of market evolution with strong analytical skills, planning and decision making competencies.* Systematic problem solving approach.* Minimum 5 years of experience in key account management and/or commercial sales/business development.* University Degree in Business Management or other, preferably also a postgraduate Business Degree or equivalent through experience.
DHL offer its employees a competitive salary along with a full benefits package that includes medical, dental and vision insurance along with 401k and tuition assistance.
DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status and other protected characteristics.
Please note a resume is required to apply for all DHL positions.
Equal Opportunity Employer, Disability/Vets. Click here for EEO Statements and Reasonable Accommodations.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, or national origin. We are also an equal opportunity employer of individuals with disabilities and protected veterans.
