Key Account Manager-California

International Executive Service Corps; California (MO); Remote; USD 103,000 - 145,000; Full time

Benefits offered by this job

Competitive Pay

Bonus Programs

401k with company match

Medical, Dental, Vision benefits

Paid Time Off

Job summary

DHL eCommerce is seeking a seasoned Key Account Manager in California to retain, grow, and optimize the value of assigned customer accounts. You will lead the ongoing sales relationship post-transition from BD, focusing on revenue retention, share-of-wallet, renewals, and profitability with cross-functional teams.

You will build trusted executive-level relationships, drive business reviews, negotiate terms, and identify cross-sell and expansion opportunities while ensuring competitive pricing

Qualifications

• Bachelor’s degree in business or marketing preferred or related work experience.
• 7 years related sales experience calling on accounts.
• Parcel, ecommerce, and logistics experience required.
• Experience with sales activity reporting software preferred.

Responsibilities

• Own and grow assigned accounts, ensuring continuity in customer experience.
• Develop account plans focused on retention, growth, and profitability.
• Identify cross-sell, upsell, and expansion opportunities within accounts.
• Build trusted relationships with customer stakeholders and executives to drive long-term value.
• Lead business reviews and strategic discussions to assess performance and opportunities.

Skills

MS Office

Communication skills

Customer relationship management

Negotiation

Analytical skills

Education

Bachelor's degree in business or marketing

Tools

CRM software

Job description

At DHL, our people are our greatest asset! Everyone’s contribution drives us to be the world's #1 logistics company.

Certified as a Great Place to Work and as a Top Employer, we're dedicated to fostering a positive, collaborative, and supportive environment for all. Our commitment and engagement with Our People ensure we continuously build a workplace we're all proud of. Plus, with competitive compensation and exceptional perks, we make sure your personal life shines just as brightly as your career.

This remote position is based in California.

SUMMARY:

The Key Account Manager is responsible for retaining, growing, and optimizing the value of assigned customer accounts. Following transition from the Business Development Manager, this role leads the ongoing Sales relationship with a focus on revenue retention, share-of-wallet expansion, contract renewals, and profitability improvement. The Key Account Manager partners with cross-functional teams to strengthen customer relationships, identify growth opportunities, and develop account strategies that support long-term customer value and sustainable business results for DHL eCommerce.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Account Ownership & Growth:

• Assume ownership of assigned accounts following transition from the Business Development Manager and ensure continuity in customer experience.
• Develop and execute accounts plans focused on customer retention, revenue growth, share-of-wallet expansion, and profitability improvement.
• Identify and pursue cross-sell, upsell, and expansion opportunities within assigned accounts.
• Build trusted relationships with customer stakeholders and executive sponsors to strengthen long-term account value.
• Lead regular business reviews and strategic account discussions to assess performance, identify risks and uncover growth opportunities.
• Serve as the primary Sales point of contact for assigned customers.

Retention, Renewals & Commercial Growth:

• Improve account economics through pricing strategy, contract management, and commercial planning in partnership with Pricing and other internal stakeholders.
• Provide insights into customer behavior, industry trends, and market conditions to enhance account strategy.
• Negotiate contract renewals and pricing structures with a clear understanding of profitability impact.
• Propose pricing strategies to balance profitability and growth.

Performance Monitoring & Account Strategy:

• Manage customer relationships from Sales perspective, address concerns, and develop tailored solutions to enhance satisfaction and retention while ensuring profitability.
• Monitor existing customer profiles, revenue contribution, and profitability to drive sustainable business growth.

Cross-Functional Collaboration:

• Work closely with internal teams, including Solutions Engineers, Client Relationship Managers, and Implementation Managers, to support retention, customer growth, renewals, expansion and service optimization.
• Provide insights and recommendations to the Regional Head of Sales to help refine and execute strategic initiatives
• Continuously develop sales skills, negotiation tactics, and financial acumen through training and joint selling opportunities.

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree in business or marketing preferred or related work experience.
• 7 years related sales experience calling on accounts.
• Parcel, ecommerce, and logistics experience required.
• Experience with sales activity reporting software preferred.

REQUIREMENTS/SKILLS:

• Proficiency in Word, Excel, and Outlook.
• Excellent written and verbal communication skills.
• Proven ability to grow, retain, and deepen strategic customer relationships.
• Excellent organization, planning, and negotiation skills.
• Strong analytical and presentation abilities.
• Must be a self-starter, able to take initiative and work in a fast-paced environment.

PHYSICAL DEMANDS:

• Requires low physical activity; ability to stand and/or walk for an extended period.
• Travel required as needed, up to 30%.
• Able to work a range of shifts based on operational needs, after-hours, weekends, and holidays.

As a Top Employer and leading logistics company, at DHL eCommerce , we are committed to helping you build a career you’ll love with benefits and incentives that support your personal and professional well-being:

• Competitive Pay
• Bonus Programs
• Retirement Savings - 401k with company match
• Medical, Dental, Vision, Well-being programs
• FSA/HSA availability
• Tuition Reimbursement
• Paid Time Off including vacation and sick time
• Company Paid Holidays and Floating Holidays
• Paid Parental Leave
• Employee Discount Program
• Employee Assistance & Work Life Program
• Short Term and Long-Term Disability
• Life Insurance

Annual Salary of $103,125 - $145,000 plus commission. This compensation range is provided as a reasonable estimate of the salary range for this role. Factors that may be used to determine your actual salary may include but are not limited to your specific skills, your work location, how many years of experience you have, and comparison to other employees already in this role.

We are committed to equal opportunity and reject any forms of discrimination. The basis for employee selection at DHL Group is qualification, performance, skills and experience.

Equal Opportunity Employer - Veterans/Disability