Regional Key Account Manager, GSA

dsv air & sea singapore pte. ltd.; Singapore; On-site; SGD 90,000 - 130,000; Full time

Job summary

DSV Air & Sea Singapore Pte. Ltd. is seeking a Regional Account Manager (RKAM) to support the Global Account Director in driving Share of Wallet on designated accounts.

You will execute the regional Account Plan and lead day-to-day customer interactions within the region. You will manage Platinum and/or Gold accounts across DSV divisions, grow and retain the business, and coordinate with the GAD and Account Executive for senior dialogue and escalations.

Qualifications

• Experience in regional account management.
• Strong stakeholder and cross-functional collaboration.
• Ability to drive growth and retain key accounts.

Responsibilities

• Drive regional account strategy and execute the Global Account Plan with GAD and Account Executive.
• Manage Platinum/Gold accounts across divisions to grow and retain business.
• Own commercial single point of contact for regional accounts.
• Identify opportunities and coordinate with divisions to expand the account.
• Coordinate with divisions to resolve commercial, operational and contractual issues.
• Host status meetings with the customer and drive tender and renewal processes.

Skills

Account management

CRM / pipeline management

Stakeholder relationship

Strategic planning

Tools

CRM systems

Job description

Purpose of the Role/Job

The Regional Account Manager (RKAM) supports the GAD to drive the Share of Wallet on the account(s). The role executes the Account Plan at regional level, driving the customer interaction on a day-to-day basis within the region.

The RKAM is responsible for the daily management of one or more of DSV’s Platinum and/or Gold accounts across all DSV divisions within the assigned region in order to grow, develop and retain the business, supported by the GAD and Account Executive for senior customer dialogue and escalations.

The RKAM will leverage industry expertise and other relevant in-house capabilities to ultimately ensure customer satisfaction.

Key Tasks and Responsibilities

Financial

• Gross Profit responsibility for a Platinum and/or Gold account in the region.
• Maintain and develop existing account(s) within the region.

Strategic

• Develop and execute the regional strategy supporting the Global Account Plan, while establishing a strong collaboration with the GAD and Account Executive.
• Leverage vertical knowledge, insights and skills to support the account in the region.

Customer Relationship Building

• Develop strategic relationships with internal, external and customer stakeholders across levels of seniority.
• Act as the commercial single point of contact for the account on a day-to-day basis in the region.
• Actively search for and identify opportunities in the region and engage colleagues and divisions/operations to further grow the account.
• Act as the central escalation point for commercial, operational and contractual issues, including Days Sales Outstanding (DSO) and Accounts Receivable (AR), within the region.

Operational

• Identify and support the resolution of operational challenges within the region in collaboration with the divisions, owned by the OKAM but supported by the RKAM.
• Define and agree on goals and KPIs for the logistics activities in line with customer needs.
• Motivate and drive strategic improvement projects within the region to foster an integrated supply chain.

DSV Collaboration

• Support the GAD and coordinate with executive and operational teams across divisions and locations.
• Drive pipeline management, including the collection and maintenance of opportunities and awards in the CRM.

Involvement

• Host ongoing status meetings with the customer.
• Drive ongoing and frequent dialogue with relevant customer stakeholders.
• Host regular internal customer meetings covering status, observations and improvements.
• Drive tender and renewal processes.
• Participate in quarterly meetings with the GAD and Account Executive.