Key Account Manager

DHL Global Forwarding; Bayan Lepas; On-site; MYR 120,000 - 180,000; Full time

Job summary

DHL Global Forwarding in Penang, Malaysia seeks a strategic sales leader to drive profitability for designated strategic business customers and prospects. You will build executive relationships, promote DHL solutions, and coordinate cross-functional efforts to grow revenue and margin.

Responsibility includes developing multi-year account plans, expanding within current bases, and defending against competitive incursions while aligning with regional and global strategies.

Responsibilities

• Lead the geographic profitability development of designated Strategic Business Customer and prospects through DHL programmes and partnerships.
• Formulate and execute a personal sales plan to identify, gain new business, and grow within current accounts.
• Develop and implement strategies to promote DHL programs and solutions to assigned customer accounts.
• Drive expansion with existing customers beyond core products.
• Incorporate industry solutions and best practices into the selling process with guidance from the Head of Sales North.
• Coordinate global and regional account acquisition and development approaches and platforms.
• Analyze customer needs to ensure all requirements are fulfilled and value is delivered.
• Manage agreed account initiatives to retain and grow revenue and profit contributions.
• Develop plans to deter competitor penetration and maintain long-term partnerships.
• Coordinate service delivery to provide consistency and competitive advantage for customers.
• Establish pricing review processes to improve margins and adhere to tariff guidelines.

Job description

• Lead the geographic profitability development of designated Strategic Business Customer (SBC) & prospects through positioning DHL as a strategic business partner, and delivering agreed programmes, through a team drawn from across the DHL network.
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises 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.
• To drive in gaining other potential business from the new or existing customer outside of the core products.
• To incorporate industry/sub-sector solutions, best practices and knowledge into selling process, and to develop an industry-specific sales plan (with guidance and input from Head of Sales North).
• 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 programmes 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.
• Establish and implement a pricing review timetable that ensures improving margins from designated accounts.
• Adhere to regional standards on profit margins management.
• 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.
• Identify, establish and manage multi-tier relationships across customer and DHL organisations to ensure a long-term business partnership and achievement of corporate goals.
• Build and maintain executive relationships within the designated Customer accounts.