Global Account Manager, Industrial, APAC

JOB OVERVIEW

The Regional Key Account Manager (RKAM) is the regional pendant to the Global Account Director (GAD) driving Share of Wallet on the account(s) in a single region. The role develops and executes the account plan preparing and driving the work and customer interaction on a day-to-day basis in a single region.

The RKAM is responsible for the daily management for one or more of DSV's Platinum and/or Gold accounts for a single region but across divisions to grow, develop and retain the business.

The major difference between the RKAM and the GAD is that the GAD also is responsible for strategic account management across all regions and owns the dialogue towards the Global Heads and Division Leads.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Financial

Gross Profit responsibility for a Platinum and/or Gold account
Maintain and develop existing account with focus on the region

Strategic

Leverage vertical knowledge, insights, and skills into account work

Customer relationships

Build relationships with internal and external stakeholders
Commercial single point of contact for the account on a day-to-day basis in the region
Actively search and identify opportunities within account, and engage colleagues and divisions/operations to further grow the account
Act as regional escalation point for commercial, operational and contractual issues (including Days Sales Outstanding (DSO) and Accounts Receivable (AR))

Operational

Pursue and share insights from accounts in industry/ with similar supply chains
Identify and resolve operational challenges of importance to customer in collaboration with the divisions

Team & DSV

Coordinate with executive and operational teams across divisions and locations in the region
Drive pipeline management incl. collection and maintenance of opportunities and awards (e.g., in CRM)

INVOLVEMENT

Participate in status meetings with the customer
Drive ongoing dialogue with relevant regional stakeholders
Participate in internal customer meetings (status, observations, improvements, etc.)
Support tender processes
Provide contents input for quarterly Win Plan meetings

KEY DSV COLLABORATION NETWORK

Global Account Director (GAD)

Close collaboration and coordination with the GAD on the account(s)

Account Executive

Secure Account Executive involvement with key customer stakeholders

Regional EVP/MD

Coordinate and facilitate market involvement, tendering and availability of resources

Operational KAM/Control tower

Coordinate and secure operational excellence according to agreed SLA's

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