Manager, Sales Key Account

DHL Global Forwarding; Singapore; On-site; SGD 90,000 - 150,000; Full time

Job summary

DHL Global Forwarding in Singapore seeks an experienced account manager to lead strategic customers, manage a defined portfolio, and drive new business through RFQ-based solutions.

You will coordinate with internal teams, maintain strong client relationships, and ensure service levels are met while expanding the customer base in a multinational environment.

Qualifications

• Experience in Account Management of Freight Forwarding or related international transportation services customers
• Sector experience in Life Science/ Tech is a plus
• Proven track record in growing business with an assigned portfolio through RFQ solutions
• Good understanding of sector trends in freight forwarding
• Able to identify customer needs through long-term relationships and value creation
• Strong communication and presentation skills
• Diploma/ degree with more than 5 years of relevant working experience in an MNC environment

Responsibilities

• Manages relationship of CSI/ MNC and SC customers and prospects, primary contact and coordinates account activities
• Seeks and prospects for strategic customers to win new business
• Ensures Key Account activities align with global/regional sector strategy
• Builds customer relationships through meetings and collaboration to support business development
• Maintains pipeline, contractual performance and proactive thinking to hit sales targets
• Keeps accurate sales activity records via regular reporting and analysis
• Gathers customer and market information for RFIs/RFPs/RFQs and prepares implementation documents to meet SLAs/SOPs
• Ensures retention through close liaison and satisfaction monitoring with DHL Global Forwarding service standards
• Coordinates with CRMs on account planning and business reviews
• Updates CRMs and executive sponsors on critical issues
• Consults CRMs and Sector Heads on solutions and best practice
• Gathers market data to update Product and Trade Lane on current conditions

Job description

• Manages relationship of a defined number of CSI/ MNC and SC customers and prospects in a particular sector (serves as primary contact for the customers and coordinates the account e.g. with regards to Trade Lane involvement).
• Seeks and prospects for Strategic Customer targets to win new customers.
• Ensures that Key Account activities are aligned with global/regional sector strategy
• Focuses more on customer and sales relationship building through attending external customer meetings and internal meetings as necessary in order to support business development.
• Achieves stipulated sales target by maintaining a healthy pipeline, good contractual performance and proactive thinking.
• Ensures accuracy and proper maintenance of sales activity records through regular reporting and analysis of sales activities.
• Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's).
• Ensures successful retention of customers by maintaining close liaison with them, ascertaining their satisfaction level via DHL Global Forwarding service standards and to anticipate and/or prevent potential problems.
• Coordinates with CRMs on account planning, customer enquiries, business reviews, etc.
• Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues.
• Consults CRMs and Sector Heads on potential solutions and best practice.
• Gathers customer and market information to update Product and Trade Lane on current conditions.

IN THIS ROLE YOU WILL:

• Manages relationship of a defined number of CSI/ MNC and SC customers and prospects in a particular sector (serves as primary contact for the customers and coordinates the account e.g. with regards to Trade Lane involvement).
• Seeks and prospects for Strategic Customer targets to win new customers.
• Ensures that Key Account activities are aligned with global/regional sector strategy
• Focuses more on customer and sales relationship building through attending external customer meetings and internal meetings as necessary in order to support business development.
• Achieves stipulated sales target by maintaining a healthy pipeline, good contractual performance and proactive thinking.
• Ensures accuracy and proper maintenance of sales activity records through regular reporting and analysis of sales activities.
• Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's).
• Ensures successful retention of customers by maintaining close liaison with them, ascertaining their satisfaction level via DHL Global Forwarding service standards and to anticipate and/or prevent potential problems.
• Coordinates with CRMs on account planning, customer enquiries, business reviews, etc.
• Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues.
• Consults CRMs and Sector Heads on potential solutions and best practice.
• Gathers customer and market information to update Product and Trade Lane on current conditions.

YOU HAVE THE FOLLOWING QUALITIES AND QUALIFICATIONS:

• Experienced in Account Management of Freight Forwarding or related international transportation services customers - managing SLA with SOP monthly performance reviews with customers
• Sector experience in Life Science/ Tech good to have but not limited
• Proven track record in developing and growing business with assigned portfolio of customers through RFQ customised solutions selling
• Good understanding of sector trends in the freight forwarding industry
• Able to identify customer needs by gathering information and building long-term relationships through value creation
• Well developed communication and presentation skills
• Diploma/ degree with more than 5 years of relevant working experience in a MNC environment