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.
Job Requirements
Experienced in Account Management of Freight Forwarding or related international transportation services customers - managing SLA with SOP, monthly performance reviews with customers
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