Head of Key Accounts Managers

DHL Global Forwarding; Johannesburg; On-site; ZAR 1,400,000 - 2,100,000; Full time

Benefits offered by this job

Competitive salary

Job summary

DHL Global Forwarding is seeking a Head of Key Accounts Managers in Johannesburg, South Africa. You will lead the Key Account channel, align targets with country priorities, and coordinate strategic priorities across CSI/MNC/SBC/SME channels with global and regional stakeholders.

You will develop local strategic customers, manage portfolios, coach the Key Account Team, and drive sales skills training and market engagement to achieve revenue goals.

Qualifications

• Broad understanding of the freight forwarding industry.
• Excellent presentation and communication skills.
• Outstanding negotiation skills and the ability to focus on outcomes.
• Proven ability to build and manage relationships.
• Ability to champion cooperation and partnership to provide integrated solutions to problems.
• Sales forecasting and stakeholder management.
• Account Management.
• Cross selling and customer value proposition.
• Experience: More than 6 years in a Commercial role and more than 3 years of managerial experience.
• Education: Bachelor’s Degree

Responsibilities

• Lead and drive performance of country Key Account channel.
• Coordinate implementation of strategic priorities in CSI/MNC/SBC/SME channels with regional/global stakeholders.
• Develop local strategic customers to support budget achievement.
• Plan and manage portfolio of accounts.
• Coach and support local Key Account Team.
• Facilitate sales skills and process training for Key Account channel.
• Participate in events and industry activities to promote growth and collaboration.
• Recruit, motivate, and develop team members.

Skills

Freight forwarding knowledge

Presentation skills

Negotiation skills

Relationship building

Cooperation & partnership

Sales forecasting

Stakeholder management

Account management

Cross selling

Commercial experience

Leadership & management

Education

Bachelor’s Degree

Job description

Would you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean, and road freight specialist. We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.

Job purpose

• Manages and drives performance of country Key Account channel
• Applies local incentive schemes for Key Account channel based on defined Sales Index
• Ensures achievement of country Sales Index for Key Account channel
• Coordinates implementation of strategic priorities in CSI/MNC/SBC/SME channels together with regional heads
• Steers and improves performance of the Sales channel through performance measurement
• Plans and manages portfolio of accounts
• Supports Key Account Managers in important customer interactions
• Acts as a coach for Key Account Team

Head of Key Accounts Managers position - Johannesburg, South Africa

• Provides guidance to Key Account channel and aligns their targets based on country’s priorities
• Coordinates implementation of strategic priorities in CSI/MNC/SBC/SME sales channels together with global, regional and local stakeholders
• Facilitates the development of local Strategic Customers to support budget achievement
• Plans and manages portfolio of accounts
• Supports local Key Account Teams (e.g. through account planning, joined visits to Top customers) and acts as coach for the Key Account Team
• Supports and facilitates Sales skills/process training relevant to the Key Account channel
• Actively participates in expert community and fosters collaboration (e.g. via Community Calls)
• Participates in internal and external sector events in the Country (e.g. Sector meeting, Customer events)
• Promotes industry expertise within the Country (case studies, trends, developments)
• Contribute to developing the business development strategy considering business strategy, financial objectives, Group guidelines and policies
• Draft business development plans and budgets including account management approach and account plans for assigned geographic region
• Monitor revenue generation, profit / expense objectives and coordinate market and customer growth and retention rate
• Plan and ensure business development initiatives / operations and maximize exposure for DPDHL amongst targeted prospects
• Lead Key accounts team to initiate and establish relationships with targeted prospects
• Deliver market studies and feasibility studies to assess market potential
• Explore business development opportunities with government authorities and relevant parties
• Identify, pursue and acquire profitable business relationships with key customers
• Develop major leads, conduct pre-proposal visitations and assist technical staff with proposal preparation
• Discuss with peers to communicate sales problems, business observations, prospect feedback, etc.
• Understand key trends and developments impacting business and identify change needs in business development plans
• Regularly enhance quality or value of existing business development methods and techniques and resolve problems that may not be clearly defined
• Convince external parties such as sceptical clients, institutions, etc. who are sceptical or unwilling to accept proposals or where decision making process and standards are defined and mandatory
• Supervise team for achievement of goals by assigning work, timelines, reviewing output and supporting performance management
• Support to recruit, motivate, develop and coach team members

Stakeholders

• Influence others outside of own job area regarding policies, practices and procedures
• Develop strong, trusting relationships with business leaders across DPDHL
• Cooperate with and coordinate 3rd parties e.g. external service providers
• Advise customers and key stakeholders on processes, systems and tools

Management Responsibility

• Manage experienced professionals who exercise latitude and independence in assignments
• Provide support to KAMs on client retentions strategies

Now, here is what we need from you!

• Broad understanding of the freight forwarding industry
• Excellent presentation and communication skills
• Outstanding negotiation skills and the ability to focus on outcomes.
• Proven ability to build and manage relationships.
• Ability to champion cooperation and partnership to provide integrated solutions to problems
• Sales forecasting and stakeholder management
• Account Management
• Cross selling and customer value proposition.
• Experience: More than 6 years experience in a Commercial role
• Experience: More than 3 years Managerial Experience
• Education: Bachelor’s Degree

We offer

• Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.
• Possible further career development
• Competitive salary

Why join DHL Global Forwarding?

We are part of Deutsche Post DHL, the world’s leading logistics provider with operations in over 220 countries. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html

Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees. The development of talented women in our organization will be a focus for us and an important part of our DGF Strategy 2025.

We aspire to become the undisputed leader in our industry, when people think of forwarding; we want them to think DGF because we have:

• The largest global network with more than :30,000 passionate employees
• The most efficient processes and fastest response times
• The best solutions and best customer service

Our Vision

The Logistics Company for the World.

Our Mission

Excellence. Simply Delivered.

Our Purpose

Connecting People, improving lives.

Our Values

Respect & Results

Our Goals

Employer, Provider, and Investment of Choice, Living Responsibility

DHL Global Forwarding is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.