MNC Global Customer Manager Grow Japan

DHL Germany; Frankfurt; Remote; EUR 70.000 - 100.000; Vollzeit

Zusammenfassung

A leading logistics company is seeking an MNC Global Customer Manager focused on Japanese customers, located anywhere in Europe. The role involves developing strategic relationships, managing customer portfolios, and driving profitable growth. Ideal candidates will have proficiency in Japanese, extensive experience in logistics, and strong communication and leadership skills.

Qualifikationen

• 8-10 years in logistics, preferably in account management.
• Self-confident, proactive, committed to customer satisfaction.
• Excellent communication, sales, and influencing skills.

Aufgaben

• Develop and seek organic growth with a special focus on Japanese customers.
• Build & maintain relationships with customers on strategic & operational levels.
• Own and drive tender processes, ensuring decision-making capacity.

Kenntnisse

Proficiency in Japanese

Excellent communication skills

Strong networking skills

Leadership in virtual teams

Cross-cultural competence

Ausbildung

Degree in Business, Logistics, or Supply Chain

Tools

MS Office

Jobbeschreibung

Role Title: MNC Global Customer Manager Grow Japan

Location: Can be located anywhere in Europe

Overall Role Purpose: Develop and seek organic growth with a special focus on Japanese customers, both outside and within Japan, within an agreed customer target portfolio on a regional/global level. Take accountability for the overall customer relationship and achieve profitable growth through proactive and strategic thinking.

Reports to: Head of MNC Europe, dotted line to Head of Sales Europe

Differentiator:

• Conduct market/customer evaluation to define strategic target business opportunities.
• Collaborate with internal stakeholders of your unit and other DHL units to achieve a strong growth plan/actions.
• Conduct regular strategic relationship reviews with active portfolio customers.
• Prepare & update customer strategies & account plans (CAP) accurately and on time.
• Ensure the CAPs are understood, used, and updated by all team members across regions/countries as a basis for account management.
• Conduct quarterly alignment calls with the Grow Japan team and regional/country KAMs responsible for the account.

Tasks and Responsibilities:

1) Pre-Sales

• Build & maintain relationships with customers on strategic & operational levels.
• Align closely with other account managers (country KAMs, RKAM, CRM, x-BU).
• Ensure regular visits with key decision makers/influencers in respective regions.
• Gather, listen to, and analyze customer challenges to develop solutions; engage sponsors/sector heads as needed.
• Manage pipeline proactively to drive growth targets.
• Lead global mindset in account management, ensuring opportunities worldwide are captured.
• Plan & execute customer events to foster relationships.
• Lead regional and country resources in relationship building and opportunity targeting.
• Align pipeline with CRM.

2) RFQ/Opportunity-Related

• Own and drive tender processes, ensuring decision-making capacity and commercial viability.
• Develop solutions with product & functional teams.
• Review pricing and customer templates before submission.
• Prepare presentations supporting tender processes.
• Review proposal narratives.
• Create and finalize RFQ documents.
• Negotiate and finalize contracts, aligning with decision makers.
• Participate in debriefs as needed.
• Support global/regional RFQs at all stages.
• Ensure shared understanding of service expectations among all stakeholders.
• Oversee handover & implementation activities to meet customer expectations.

3) Account Management

• Escalate problems timely.
• Initiate process improvements.
• Guide after-sales activities to ensure high customer experience.
• Review customer KPIs and reports monthly.
• Prepare and conduct QBRs.

4) Sales Performance Management

• Keep CRM & CAP data updated.
• Participate in sales reviews and implement corrective actions.
• Review customer performance reports and address data issues.

5) Project Development & Marketing

• Build market & customer intelligence.
• Share insights across regions and x-BU.
• Collaborate with Sector teams to develop communities.
• Support projects & events.

6) Growth in Selected Countries

• Use data analytics to define growth plans for selected countries and customers.
• Share and align growth plans internally and globally.
• Secure stakeholder buy-in for implementation and onboarding.

Profile:

• Proficiency in Japanese is essential.
• Self-confident, proactive, committed to customer satisfaction and success.
• Excellent communication, sales, and influencing skills.
• Ability to access multiple executive decision makers.
• Strong networking skills, team player.
• Leadership in virtual teams.
• Consultative and strategic mindset.
• Drive for growth with existing and new customers.
• Positive, entrepreneurial spirit.
• Solid logistics & business development knowledge.
• Excellent English skills, verbal & written.
• Proficient in MS Office.
• Cross-cultural competence.
• “First Choice” Bronze + Accelerate certifications.
• 8-10 years in logistics, preferably in account management.
• Degree in Business, Logistics, or Supply Chain (preferred).
• Willing and able to travel as role requires.