Key Account Manager

DHL; Novi di Modena; In loco; EUR 60.000 - 80.000; Tempo pieno

Descrizione del lavoro

A global logistics leader is seeking a Key Account Manager to ensure sales goals are met for strategic accounts. The role requires at least 6 years of experience in Customer Development and Account Management, excellent communication skills, and the ability to develop strong relationships with senior business leaders. This position is based in Italy and offers opportunities for personal growth and professional development.

Servizi

Opportunities for personal growth

Professional development opportunities

Competenze

• Excellent knowledge of Customer Development & Account Management.
• At least 6 years of experience.
• Great ability in communicating and influencing senior business leaders.

Mansioni

• Ensure that sales goals for key accounts are met.
• Plan and develop customer support and consulting.
• Control resources to meet customer needs.

Conoscenze

Customer Development

Account Management

Communication

Negotiation

Relationship Building

Strategic Vision

Attention to Detail

Cooperation

Descrizione del lavoro

Overview

A WORLD OF OPPORTUNITIES FROM THE FREIGHT FORWARDING MARKET LEADER

Deutsche Post DHL (DPDHL) is the world’s leading logistics provider, with nearly 600,000 employees spread across more than 220 countries and territories. DHL Global Forwarding, Freight (DGFF) is the DHL division specializing in international transport, particularly air, ocean, and road freight. We are the global leader in air freight and second in ocean freight services.

As DHL Global Forwarding Italy, we operate 19 stations across the country and 4 Gateway departments, with over 600 highly qualified employees.

At DGF, our core business is shipping, but people are our passion. Innovation and diversity are integral parts of our culture.

We offer excellent opportunities for personal growth and professional development.

We can truly say we are a “Great Place to Work.”

Location: Italy

Key tasks

• Ensure that the sales goals for the relevant major/strategic key accounts are met, taking cross divisional aspects into account;
• Plan, control, and strategically further develop acquisition, preparation of proposals, customer support, and customer consulting;
• Control internal and external resources (e.g., Marketing, Product Development, Customer Support) to optimally meet the customers’ needs;
• Define and/or further develop the proposal processes and (customer specific) services;
• Design pricing and discounting for assigned key accounts and manage/control contractual negotiations with the assigned key accounts with the aim of achieving the best possible conditions for DHL;
• Take responsibility for sales planning and perform sales activities for the key accounts (revenue planning/ visits,
• Independently identify market/growth potential, observe the competitors, and know their service spectrum, price structure, and price policy;
• Independently advise (top) management regarding strategic customers and potential new customers and process complex, strategically important projects/acquisitions and make strategic, economic, and/or specialist decisions for own task area;
• Define process standards and develop best practices in the area of Key Account Management;
• Establish and maintain relationships with key accounts for profitable business outcomes;
• Identify problems that may not be clear in own area of authority and modify work methods accordingly;
• Convince other subject matter experts to accept new concepts, practices, and approaches and sometimes negotiate with external parties to accept complete proposals and programs where there is little interest in cooperating or participating;
• May cooperate with and coordinate 3rd parties e.g. external service providers;
• Build strong, trusting cross functional relationships with DHL managers;
• Understand customer and key stakeholders\' interests and concerns and advise direct reports, customers and key stakeholders;
• Provide technical guidance to line managers and employees.

Requirements

• Excellent knowledge of Customer Development & Account Management
• At least 6 years experience
• Great ability in communicating and influencing senior business leaders outside of own job area to accept practices and approaches
• Capability to develop strong, trusting relationships with senior business leaders across DHL
• Excellent cooperation and coordination skills
• Ability in leading negotiations
• Strategic vision, forwarding business acumen, results driven and attention to details
• Great DHL Business Knowledge, Processes and Strategy
• Understand customer and key stakeholders’ interests and concerns and advise direct reports, customers and key stakeholders