General Responsibilities
The Director, Japanese MNC Sales, acts as the leader of the Japanese MNC sales within Asia-Pacific, and will ensure that the strategy, strong vertical and industry insights and value propositions are in place.
The role is to drive organic and sustainable growth for developing and target Japanese MNC accounts, boost awareness of DSV with top players in the industry and ensure internal alignment at division and enterprise level.
Function
- Lead the Business Development Directors and Regional Account Managers in his / her area of responsibility
- Develop assigned strategic customers with primary focus on Asia-Pacific and secondary focus on Global and Enterprise wide
Detailed Responsibilities
Financial
- Gross Profit responsibility for department accounts
- Maintain and develop existing accounts
Strategic
- Develop the account plan identifying the top opportunities and execute on the strategy and account plan
- Leverage vertical knowledge, insights, and skills into account work
- Establishing a strong collaboration with the Account Executive and Product Leadership
Customer relationships
- Build relationships with internal and external stakeholders
- Commercial single point of contact for the account on a day-to-day basis
- Actively search and identify opportunities within account, and engage colleagues and divisions/operations to further grow the account
- Act as central 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
- Define and agree on goals and KPI’s for the logistics activities to match customer needs
Team & DSV
- Manage and guide the assigned team with a clear direction and approach to growing and developing portfolio customers
- Coordinate with executive and operational teams across divisions and locations
- Lead the account team and support Account Executive in steering the account team
- Drive pipeline management incl. collection and maintenance of opportunities and awards (e.g., in CRM)
Key Performance Indicators (KPI’s):
- GP growth-% on customers in portfolio
- Share of Wallet growth -% on customers in portfolio
- Volume growth -% on customers in portfolio
- Relevant quality metrics (on time performance, data quality etc.)
- Customer satisfaction (NPS)
- Engagement across all divisions (divisional cross-selling-% share etc.)
- New business GP on new services introduced to customer last 12 month (up selling)
- Maintain customer, pipeline & opportunity insights in CRM
Job Requirements
Education & Working Experience
- Have a proven track record of sales success within the freight forwarding industry
- Bachelor's degree or equivalent work experience in logistics and supply chain management.
- Minimum 7 years of experience in regional account management / business development and more than 10 years of experience in the freight forwarding industry
- Successful developed global key accounts.
- Management role in sales or operations.
Competency
- Providing Leadership - Making Decisions; Directing People; Empowering Individuals
- Communicating Information - Convincing People; Articulating Information; Challenging Ideas
- Driving Success - Taking Action; Seizing Opportunities; Pursuing Goals
- Showing Resilience - Conveying Self-Confidence; Showing Composure; Resolving Conflict
Other Requirements
International mindset, energetic & proactive, extrovert personality with strong relationship building capabilities, ability to define requirements, analyze facts, and determine relevant solution. Have an advanced level of business acumen.
- Possess strong creative problem solving and analytical skills.
- Be a self-motivated team player.
- Have good proficiency with the Microsoft suite of Office products.
- Enjoy change and seek continuous improvement.
- Have excellent critical thinking skills and a high degree of emotional intelligence.
