Regional Key Account Manager, Commercial, KUL

DSV; Shah Alam; On-site; MYR 90,000 - 120,000; Full time

Job summary

DSV is seeking a Regional Key Account Manager in Shah Alam, Malaysia, to manage and grow strategic technology customers. This role involves executing account strategies, building strong relationships with key stakeholders, and driving revenue growth. Candidates should have experience in key account management and commercial excellence.

The successful candidate will collaborate with cross-functional teams to deliver integrated solutions and ensure service excellence across DSV's service offerings. A university degree and strong negotiation skills are required.

Qualifications

• Experience in key account management, business development, or strategic sales within logistics.
• Strong commercial acumen with the ability to identify growth opportunities.
• Proven experience managing complex, multi-stakeholder customer relationships.

Responsibilities

• Develop and maintain strong relationships with key customer stakeholders.
• Deliver revenue growth and enhance customer value.
• Act as the primary point of contact for strategic customers.

Skills

Key account management

Commercial management

Negotiation skills

Stakeholder management

CRM systems proficiency

Education

University degree in a relevant discipline

Tools

CRM systems

Commercial reporting tools

Job description

Job Req Number: 120211

Time Type: Full Time

Role Purpose

The Regional Key Account Manager (RKAM) is responsible for managing and growing strategic technology customers within a defined region. Acting as the key regional commercial representative, the RKAM drives execution of global account strategies, strengthens senior‑level customer relationships, and identifies opportunities to increase revenue, profitability, and overall share of wallet.

The role works closely with Global Account Directors, Account Executives, and cross‑functional operational teams to ensure consistent customer experience and delivery excellence across all DSV service offerings. It combines commercial ownership, strategic account development, and cross‑functional coordination to support long‑term customer success and business growth.

Key Responsibilities

1. Strategic Account Management

• Execute regional account plans aligned with global customer strategies and business objectives.
• Develop and maintain strong relationships with key customer stakeholders across procurement, supply chain, logistics, manufacturing, and commercial functions.
• Identify and drive opportunities for account growth, cross‑selling, and expansion across divisions and geographies.
• Support customer retention and contract renewal activities through proactive engagement and account planning.

2. Commercial Growth & Performance

• Deliver revenue growth, profitability improvement, and share‑of‑wallet expansion for assigned accounts.
• Own regional commercial pipeline development and opportunity management.
• Support pricing discussions, commercial negotiations, and business case preparation with relevant stakeholders.
• Monitor account performance and identify opportunities to enhance customer value and commercial outcomes.

3. Customer Relationship Management

• Act as the primary regional point of contact for strategic customers.
• Build and maintain trusted relationships with senior decision‑makers and key influencers.
• Lead regular business reviews to evaluate performance, address gaps, and align on future priorities.
• Manage customer escalations effectively, ensuring timely resolution and clear communication.

4. Industry & Solution Focus (Technology)

• Apply industry knowledge to strengthen value propositions and customer engagement strategies.
• Support customers in addressing supply chain challenges including speed‑to‑market, inventory optimization, resilience, sustainability, and global trade requirements.

5. Cross-Functional Collaboration

• Work closely with Global Account Directors, operations, solution design, and commercial teams to deliver integrated solutions.
• Align customer strategies across Air, Sea, Road, Contract Logistics, and other service lines.
• Ensure internal coordination to meet customer commitments and service expectations.
• Support implementation of customer‑specific projects and continuous improvement initiatives.

6. CRM & Commercial Excellence

• Maintain accurate and up‑to‑date customer, opportunity, and pipeline data in CRM systems.
• Use CRM insights and reporting tools to support forecasting and strategic planning.
• Contribute market and customer intelligence to support vertical and regional strategies.
• Ensure compliance with commercial governance, account management processes, and best practices.

Role Requirements

• University degree in a relevant discipline.
• Experience in key account management, business development, commercial management, or strategic sales within logistics, supply chain, technology, or related industries.
• Strong commercial acumen with ability to identify growth opportunities and develop customer‑focused solutions.
• Proven experience managing complex, multi‑stakeholder customer relationships.
• Knowledge of technology supply chains and industry dynamics is highly preferred.
• Experience working in matrix organizations with cross‑functional teams.
• Strong negotiation, presentation, and stakeholder management skills.
• Proficiency in CRM systems and commercial reporting tools.
• Results‑driven mindset with ability to balance strategic planning and execution.
• Strong English proficiency; additional languages are an advantage.