At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.
STRATEGIC
Serve as the focal point of contact for the customer's Regional Offices, and develop & maintain strategic multi-level relationships with those responsible for the various logistics functions of the customer
Be the internal consultant and coordinator for all aspects of business relationship & development with the Key Account in the region
Facilitate sharing of know-how about the Key Account with the rest of the Key Account team
Be the regional point of liaison with the Key Account on all business-related matters pertaining to overall business process & implementation, including new potential business, commercial issues, scope of agreement, business improvements, & ongoing performance
Manage regional account relationships with the Key Account to ensure excellent, long-term business relationships at all levels throughout the region
Responsibility for account development and growth throughout the region, including strategy mapping, account penetration, customer relationship management and business improvement initiatives including:
Responsible for establishing and continuing leadership of a functional account management team in all the region and countries / locations, in co-operation with the Vertical Market Head, Global Account Manager & local P&Ls
Regional coordination role in the annual KAM budget and development planning process
Gathering information to provide a clear orientation of the customer's value chain within the region
Identification, detailing and evaluation of business opportunities in the region
Review (regarding general feasibility) and tracking of opportunities
Co-development of strategic thrusts in the region, together with the Global Account Manager (by product, geography, etc)
White spot identification (matching of top-down potential and current DB Schenker turnover => white spots) and their economic evaluation
Maintain an overview of account status in the region at all times and report as required
Strategically partner with all pertinent internal country organizations, divisions and Business Units to ensure aligned business development, and consistent service and growth
Internal communication to key DB Schenker management to ensure clarity and alignment of all resources and infrastructure
Assist in the implementation of Key Performance Indicators and benchmarks; use of these indicators to monitor and report on performance, as required.
TACTICAL
Respond to complex and sensitive logistics issues and questions; create innovative and profitable solutions in tandem with specialist departments within DB Schenker
Build on current operations to provide new ideas and initiatives to increase business
Involvement in operation matters:
Assist to resolve customer operations escalation together with the Control Tower Team
Involvement in pre-RFQ process
Assist in the provision of a schedule of forthcoming tenders
12 months forward tender planning
Regular updates to be provided (minimum 4 weeks notice required for each RFQ launch)Involvement in RFQ launch:
Ensure quick scan is completed including business intelligence and strategic value
Assist in proving higher interest in case Product Manager / Business Unit rejects tender
Act as regional case owner for contract issues as defined in the SOP
Involvement in post-RFQ process:
Assist post-mortem analysis for all tenders (won, lost)
Support the implementation of new business won
Arrange & participate in Business Reviews with the customer and regional and country operations and business leaders
Interact with the Key Account to proactively drive business development through regional meetings, workshops, sales calls, and other means
Strong leadership skills are required to establish strategy and direction, including developing a vision for future business with the account, developing strategies for producing the changes required to achieve the vision, aligning and influencing people, motivating and inspiring the account team, the internal people responsible for the success of the account, and the Key Account contacts
Exceptional relationship management & communication skills to assist with planning & budgeting, organizing & staffing, controlling & problem-solving
Key Account Management at a regional level and possibly global level
Strong business acumen with the ability to influence outcomes across multiple locations
Leadership and people management abilities & effective communication
Project management experience preferable
Excellent financial and process analytical skills
Ability to work effectively in a customer driven deadline environment
Ability to work in a cross-functional, matrix & virtual environment
Preferably 6 - 10 years experience in the logistics industry or in a sales environment
Knowledge and understanding of international logistics operations across multiple modes.
The position requires extensive travel, domestically and internationally, and the associated intercultural competence & global thinking, and comprehensive knowledge and understanding of global integrated logistics requirements and solutions, across all logistics modes
Language skills preferred fluency in English (written and spoken)
