You will build strategic partnerships with key customers to build long-term relationships. As trusted partners, work closely with customers to understand their business needs, and provide valuable logistics insights. Drive revenue maximization by increasing footprint of business of key accounts through identification of cross-selling and upselling opportunities/solutions with key accounts. Focus on customer satisfaction and retention by delivering exceptional service and customized solutions.
This is a new position; you will be part of the APAC Regional Key Account Management (KAM) team and reporting to Vice President of Key Account Management.
Key Accountabilities
- Responsible for the relationship development (upsell/cross-selling) of customer accounts.
- Generating leads, acquiring new clients, business development and nurturing relationships with Key Beneficial Cargo Owner (BCO) accounts within the region.
- Develop a deep understanding of the customer’s business and identify/explore commercial opportunities in the region.
- Develop and execute sales strategies for key accounts managed, including developing business development targets (OKRs) budgeting and KPIs.
- Build, manage and extend relationships with key BCOs in the region to achieve OKRs and KPIs.
- Monitor performance of strategic plans and evaluate successes, risks and opportunities and formulate plans to address these.
- Contribute to the formulation and implementation of DP World’s overall sales strategy for the region to enhance P&L.
- Manage relationship across the logistics value chain (e.g., agents, shippers) within the region to guarantee a seamless customer experience.
Qualifications, Experience and Skills
- Tertiary qualifications preferably in Business Administration, Shipping / Logistics Management or equivalent disciplines.
- Minimum 8 years’ experience in sales / account management experience with a Freight Forwarding/Logistics company
- Experience in freight-forwarding sales.
- Experienced working in customer-centric environment (Agile experience is a plus).
- Worked directly with BCOs, with proven track record of building and maintaining high quality, long-term relationships.
- Excellent negotiation, communication and interpersonal skills.
