Key Account Manager

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? Then waste no time and join our amazing team at DHL Group. 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.Who lands Legendary deals? You do., - DHL Global Forwarding has an opening for a Key Account Manager in Dubai, United Arab Emirates. Increase company’s profit and volumes by developing new and additional business across portfolio of global and multinational key accounts within assigned sector(s). Drive and execute regional sector(s) strategy on a country level by building strategic partnerships, protecting and expanding business across all core company’s products, gathering customers and sector(s) market insights to ensure proactive solutions development in line with the sector’s needs and future growth opportunities.Join us in connecting people and improving lives!In this Key Account Manager position

• Deliver portfolio budget by winning new and additional business, increasing profitability and strengthening customer loyalty through strategic partnerships
• Turn regional sector strategy into a practical sector development action plan for the country with defined priorities and timelines, “must retain” and “must win” customers targets across multinational named accounts with local and regional/global complex decision making
• Collaborates within country Sales & Marketing and Product team by sharing sector expertise and market insights, competitors activity, best practices and success stories to support sector growth and market positioning within sector
• Build and execute country account development plans for each key customer with clear tangible goals on share of wallet increase and strategic initiatives to drive business development in line with regional and global commercial approach, regularly update and review it with internal company’s commercial stakeholders
• Proactively identify customer’s needs and supply chain strategy to develop solutions by consultative selling on values, build long-term agreements
• Increase customer proximity by mapping decision makers and influencers, expanding engagement and building meaningful professional relationship across customer functions (procurement, supply chain, operations, finance, senior leadership) in alignment with overseas and regional account management commercial counterparts, including cross-BU
• Lead regular cross-functional business reviews (BRMs/QBRs) preparations and delivering to customers to show results, review performance, highlight risks and identify opportunities, drive improvement actions and strategic initiatives in collaboration with company’s Product and Operations teams, regional and global account management teams
• Collect customer and market insights and share them internally to influence pricing logic, capability planning, solutions design, sector positioning
• Coordinate with DHL global/regional KAMs and product teams to protect country gross profits as per assigned portfolio of customers, resolve escalations and activate growth projects
• Drive country led RFQ/RFI/RFP submissions across company’s products and target customers with clear win strategies and value propositions, supporting pricing logic with customer’s and competitions insights in alignment with regional and country stakeholders
• Support globally led RFQs submission and pricing with country related customer’s insights, competitors information, winning tactics and country products value propositions in alignment with overseas and regional commercial stakeholders
• Lead customer implementation and handover to Operations, ensuring smooth onboarding with defined SLAs and SOPs aligned to commercial agreements
• Maintain pipeline and sales KPIs accurately in CRM, demonstrating accountability for timelines and conversion

Stakeholders:

• Convince other subject matter experts to accept new concepts, practices, and approaches
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  May cooperate with and coordinate 3rd parties e.g. external service providers
• Build strong, trusting cross-functional relationships with DHL managers
• Understand customer and key stakeholders interests and concerns and advise direct reports, customers and key stakeholders
• Provide technical guidance to line managers and employees

Management Responsibilities:

• Individual contributor who may manage two or fewer employees
• May direct the work of other lower level professionals or manage processes and programs
• Coach, review and delegate work to lower level professionals

Now, here is what we need from you!Education Level

• Bachelor’s degree

Experience Level

• More than 6 years

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 DHL Group, the world’s leading logistics provider with operations in over 220 countries. Visit our career site on the web atOur 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 is an ongoing key focus area.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 ResponsibilityDHL 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.#LI-MEA

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