Overall Role Purpose:
- Manages and drives the performance of the country Key Account channel
- Applies local incentive schemes for the Key Account channel based on the defined Sales Index
- Ensures achievement of the country Sales Index for the Key Account channel
- Coordinates implementation of strategic priorities in Customer Solutions Innovation (CSI)/ Multinational Corporation (MNC)/ Strategic Customer (SC) together with regional CSI/ MNC Heads
- Steers and improves the performance of the Sales channel through performance measurements
- Plans and manages portfolio of accounts
- Supports Key Account Specialists in important customer interactions
- Acts as a coach for the Key Account Team
Reports to:
- Country Head of Sales (solid)
- Regional Head of Business Development (dotted)
Accountabilities:
- Provides guidance to Key Account channel and aligns their targets based on the country's priorities
- Coordinates the implementation of strategic priorities in CSI/MNC together with the global/regional CSI/MNC
- Facilitates the development of local Strategic Customers (SC) to support budget achievement
- Is responsible for the CSI/ MNC/ SC budget achievement in the country
- Plans and manages portfolio of accounts
- Supports local Key Account Teams (e.g., through account planning, joined visits to Top customers) and acts as a coach for the Key Account Team
- Supports and facilitates Sales skills/process training relevant to the Key Account channel
- Supports Expert Community program
- Actively participates in expert community and fosters collaboration (e.g., via Comm unity Calls, iShare)
- Organizes internal and external sector events in the Country (e.g., Sector meeting, Customer events)
- Promotes industry expertise within the Country (case studies, trends, developments)
Working Location:Etown2 Building, No. 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City
Job Requirements:
- Good understanding of sector issues in the forwarding industry and deep knowledge of DHL Global Forwarding's products (Air Freight/ Ocean Freight) and business models
- Experience with the Key Account Sales channel
- Well-developed management skills, collaborative leadership style to steer the senior Sales Team
- Experienced in managing a team
- Ability to identify customer needs by gathering information and building long-term relationships
- Good communication and presentation skills
- Conceptual thinking and analytical skills
- Fluent in English verbal/written communication
