Job Description

Job Title - KEY ACCOUNT MANAGER Introduction DHL is a leading global brand in the logistics industry. DHL's family of divisions offers an unrivalled portfolioof logistics services, ranging from national and international parcel delivery, internationa

Job Title - KEY ACCOUNT MANAGER Introduction DHL is a leading global brand in the logistics industry. DHL's family of divisions offers an unrivalled portfolioof logistics services, ranging from national and international parcel delivery, international express, road, air and ocean transport, to industrial supply chain management. With its unrivalled presence in developing markets, DHL is decisively positioned as 'THE logistics company for the world'. DHL Express is a company that pioneered cross-border express delivery in 1969 & now is active in more than 220 countries and territories worldwide. We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler - for our customers, our employees, our investors, and our society - we help make the world a better place. Role Descriptor DHL Express is looking for a Key Account Manager to join and lead our team. He/she will have to lead the geographic profitability development of designated large Accounts through positioning DHL as a strategic business partner, and delivering agreed programmes, through a team drawn from across the DHL network. Role Details Role title : Key account Manager Corporate/Business : DHL Express Department/Function : Commercial-(Sales) Job family : EXP IN Relationship Reports to : Area Sales Manager Scope of role Budgeted T/O in m or bn [2012]: 3 crs (determined locally) of revenue of a defined portfolio. Number of countries covered [2012]: Geographical coverage of the role - Bangalore No. Of FTEs [year]: Total FTEs managed under the Relationship function : 7 Total FTEs managed under the - ASM:7 Key Responsibilities He/she will have to perform the following key activities: Identify, establish and manage multi-tier relationships across customer and DHL organisations to ensure a long-term business partnership and achievement of corporate goals. Build and maintain executive relationships within the designated customer accounts. Lead and manage customer presentations and proposals. Establish clear understanding of customer expectations and requirements. Provide customer oriented service at all times relating to specific sales and customer expectation issues. Plan & co-ordinate activities and programmes to retain and develop sustaining sales revenue. Develop and manage after sales strategy for each of the designated account customers. Provide customer account revenue and activity reporting, as required by the Management team. Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio. Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth. Develop a working relationship with the relevant support sections , Operations to ensure they are kept up to date with all issues relating to the large Customer accounts. Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements. Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer's life time value to DHL. Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing account base. Implement Regional account acquisition / development approaches and platforms Manage and co-ordinate the agreed account initiatives, activities and programmes to retain and grow ongoing revenue and profit contributions. Develop plans to deny competitor penetration into the accounts. Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives. Adhere to regional standards on profit margins and discount guidelines. Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification. Should have Informal influence to enable improvement and change within the organization. Incumbent has no direct reports and authority over country line and functional personnel. Skills Required Presentation skills Communication skills, spoken and written Networking and interpersonal skills Profile Requirements (Experience/Certifications/Qualifications/Licenses) 5 years corporate consultative / solution based sales experience in a service-related industry. Experience in managing and developing large & complex accounts. Experience in DHL network. Degree in Business (or related discipline). (Experience/Certifications/Qualifications/Licenses) 5 years corporate consultative / solution based sales experience in a service-related industry. Experience in managing and developing large & complex accounts. Experience in DHL network. Degree in Business (or related discipline).