Job Description
- Manages relationship of a defined number of CSI/ MNC and SC customers and prospects in a particular
sector (serves as primary contact for the customers and coordinates the account e.g. with regards to Trade
Lane involvement). - Seeks and prospects for Strategic Customer targets to win new customers.
- Ensures that Key Account activities are aligned with global/regional sector strategy
- Focuses more on customer and sales relationship building through attending external customer meetings
and internal meetings as necessary in order to support business development. - Achieves stipulated sales target by maintaining a healthy pipeline, good contractual performance and
proactive thinking. - Ensures accuracy and proper maintenance of sales activity records through regular reporting and analysis of
sales activities. - Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer
implementation in order to ensure proper operational handover and implementation to meet customer
expectations (SLA's & SOP's). - Ensures successful retention of customers by maintaining close liaison with them, ascertaining their
satisfaction level via DHL Global Forwarding service standards and to anticipate and/or prevent potential
problems. - Coordinates with CRMs on account planning, customer enquiries, business reviews, etc.
- Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business
critical issues. - Consults CRMs and Sector Heads on potential solutions and best practice.
- Gathers customer and market information to update Product and Trade Lane on current conditions.
Job Requirements
- Experienced in Account Management of Freight Forwarding or related international transportation services customers - managing SLA with SOP, monthly performance reviews with customers
- Proven track record in developing and growing business with assigned portfolio of customers through RFQ, customised solutions selling
- Good understanding of sector trends in the freight forwarding industry
- Able to identify customer needs by gathering information and building long-term relationships through value creation
- Well developed communication and presentation skills
- Diploma/ degree with more than 3 years of relevant working experience in a MNC environment
