Job Req Number: 82982
Time Type: Full Time

Purpose of Position

The APAC Regional KAM is responsible for executing DSV Group Commercial Enterprise Account growth plan with Sales and Product in his/her respective Region. He/she must develop the customer growth potential by driving end-to-end and value added solutions selling across all Products and providing a unique customer experience with superior customer focus within the Region.

Key Tasks

Sales Management

• Ensure all global sales policies, processes and guideline relating to the global account are adhered to.Customer Engagement
• Drive growth of the DSV Group Commercial Enterprise Account by ensuring appropriate collaboration within Sales and across Product functions.
• Strengthen the customer relationship by driving appropriate DSV and customer stakeholder engagement in the region.
• Focus on selling end-to-end and value added solutions across all Products according to the strategic priorities defined in the account growth plan.
• Personally engage with all Regional and Country key decision makers of the global account.

Sales Planning

• Communicate account growth plan across all countries in the region and drive execution personally or through Key Account Management team where applicable.
• Attend yearly / quarterly / monthly review meetings with Global Account Directors (GADs).
• Review account pipeline (including RFQ’s), activities and performance using global standard reports and define corrective actions.
• Review up-trading, down-trading, loss-making and newly gained trade lanes on a monthly basis and take corrective actions where applicable.
• Support GADs in ensuring Monthly, Quarterly and Yearly Business Review meetings take place, are well-prepared and all relevant stakeholders involved in a timely way.
• Support GADs in ensuring minutes from Monthly, Quarterly and Yearly Business Review Meetings are distributed to all relevant stakeholders and corrective actions are followed up.
• Ensure any concerns and/or complaints of the Global Account are timely escalated to GADs

Opportunity Management

• Ensure cross-selling across products, end-to-end value added solutions and up-selling of customs brokerage and transport insurance.
• Support GADs in ensuring Tender Management process is followed, including timely pre-RFQ strategy and alignment with Product.
• Support GADs in ensuring RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions.
• Support GADs in ensuring timely & proper handover of business implementation to Implementation Team.

Collaboration and Transparency

• Ensure account growth plan is understood and supported across the Region.
• Use CRM for all opportunities, including timely entry and assignment of sales cycles (months ahead of receiving the RFQ from customer), setting correct volumes and flags.
• Support GADs in ensuring account executive sponsor is updated on RFQ’s, performance and corrective actions.
• Share relevant market intelligence and best practices with customers.

Processes, Risk & QHSE Compliance

• Ensure customer reporting standards are implemented and adhered to.
• Drive data quality improvement in CRM.
• Pro-actively escalate operational issues to ensure resolution.
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy.
• Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Competencies

• Commercial Acumen
• Business Skills - Good understanding of the business
• Sales Planning
• Task oriented - Meeting sales goals
• Presentation Skills
• Negotiation & Persuasion Skills
• Customer Orientation
• Communication & Interpersonal Skills

Experience & Education

• Degree with a minimum 15-18 years of relevant experience in the industry

DSV – Global transport and logistics

DSV is a dynamic workplace that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals. When you join DSV, you are working for one of the very best performing companies in the transport and logistics industry. You’ll join a talented team of approximately 75,000 employees in over 80 countries, working passionately to deliver great customer experiences and high-quality services. DSV aspires to lead the way towards a more sustainable future for our industry and are committed to trading on nature’s terms.

We promote collaboration and transparency and strive to attract, motivate and retain talented people in a culture of respect. If you are driven, talented and wish to be part of a progressive and versatile organisation, we’ll support you and your need to achieve your potential and forward your career.

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