Job Description

Job Req Number: 53408
Time Type: Full Time MAIN PURPOSE OF THE JOB:

• Identify prospective clients and establish corporate connection through effective business approach anchored to company’s internal SOP
• Develop comprehensive business development plan such as but not limited to targeted clients, telemarketing and bidding efforts, acquisition and integration plan
• Secure new businesses within assigned territory
• Manage assigned key accounts from implementation, optimization to stability by taking into account commercial and operational perspective
• Identify and support opportunities to grow business share with assigned key accounts
• Meet objectives of service delivery, account retention and growth

JOB RESPONSIBILITIES:
Business Development

• Achieve sales plan objectives
• Generate new business opportunities with new targets and existing clients
• Assist clients to identify product/services that fit their needs and provide information on additional services
• Attend to RFI and RFQ in a timely manner
• Provide actual pricing requests and communicate possible changes in quotations to effectively manage client’s expectations
• Maintain professional relationships within internal departments and as well as external connections
• Forecast sales through prospect qualification and local market intelligence
• Continuous effort and planning to convert cold to hot prospects
• Accurate utilization of CRM and other related systems
• Continuous coordination to all affecting departments for smooth business acquisitions and transitions
• Execution of sales process in observance with company’s internal processes
  

Key Account Management:

• Business retention and organic growth (volume and GP) for assigned key account(s)
• Maintain good relationship with customers and grow the business share with them
• Identify opportunities and drive development
• Active participation and support of key account(s) RFI & RFQ opportunities
• Support RFI & RFQ Post-Mortem analysis and follow-up discussion with Tender Management, Operations and any other relevant internal stakeholders
• Presentation of PBA (Post Bid Analysis) to Commercial and Product heads
• Manage customer ad-hoc & tariff management
• Ensure timely, accurate invoicing to customer and DSO management
• Analyze and report of volume, revenue, gross profit and margin on monthly basis
• Maintain 100% CRM quality – Full visibility of calls, activities, attendance, customer funnel and win/loss ratio of KAM and AM
  

Operational Management

• Drive continuous evaluation of operational performance and execution
• Ensure all SOPs/Contracts are adhered to and any fall-outs are addressed on priority to all assigned accounts of KAM and AM
• Support and manage business implementation projects in coordination with BCM
• Ensure service delivery, monitor KPI’s and take proactive initiative to prevent and correct KPI failures
• Drive operational escalation of service issues and service recovery
• Lead root cause analysis, corrective actions and monitor execution with involved parties
• Gather customer volume forecast and update capacity planning to relevant products
• Prepare, lead and conduct performance review meetings with customer
• Conduct regular review meetings with business units/product to detect existing and potential process errors, determines corrective measures and follows up to ensure processes have been improved and implemented – Weekly and monthly monitoring
• Produce monthly operational dashboard, showing KPI & SOP compliance ratios, identifying root cause for service failure and drive corrective improvement plan including related responsibilities and timelines
  

General Management

• Maintain, develop and manage close working relationship with customer stakeholders. Responsible for regular checkup calls and business performance review with client’s main stakeholders
• Work in close collaboration with Operations, Finance Credit & Collection, Account Managers, Sales Managers & Senior Key Account Managers
• Discuss and pro-actively share best practice within the Key Account organization
• Ensure full adherence to Microsoft Dynamics process and guidelines
• To increase relationship stability by diversifying product offerings and developing multi-level contacts relationship within customs organization
  

QUALIFICATIONS (SKILLS, KNOWLEDGE AND ABILITIES REQUIRED)

• Function / Market & Industry Knowledge / Business Acumen / Process working
• Complete understanding of DSV (strategy and products)
• Functional know-how in air/sea/logistics/SCM
• Knowledgeable in handling business development, key account and trade lane management in specific to freight forwarding business
• Comprehensive understanding of customer requirements in terms of information flow, transportation, warehousing and logistics.
• Knowledge about competitor & market trends and challenges across the industry
• Business Acumen (understands principles, language, fundamentals and profitability)
• Effective business administration competence
  

Skills & Competencies: Leadership

• Good ability to plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results
• Good ability to take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk
• Extensive skills to integrate and coordinate resources across functions and borders, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise Knowledge of risk management with the ability to identify preventive activities
• Problem solving skills and customer service skills

Business

• Professional time management to organize, prioritizing, planning, assign and monitor tasks
• Profound ability to focus on customer service as a core value, increasing operational efficiencies, setting, and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships and satisfaction
• Good ability to drive innovation, manage change and deal with ambiguity, devising effective change management processes
• Consistent ability to meet and adhere to deadlines

Personal

• Excellent communication, negotiation and presentation skills
• Good ability to work under pressure and deal with tight deadlines with high energy and resilience
• Proven networking skills
• Respect confidentiality, demonstrates honesty, integrity, upholds and promotes ethics and values
• High result oriented and places great emphasis on customer
• Good international experience and mindset
• Willing to travel as required
  

Educational background / Work experience

• Bachelor's degree in Business Administration/Economics/Marketing/Logistics
• 3 years of overall industry experience (minimum)
• 2 years of experience in Account Management (minimum)
• 3 years of Sales experience (minimum)

Computer Literacy

• Solid knowledge of Microsoft Office Software (Excel, PowerPoint, Outlook and Word)
• Professional PowerPoint creation and presentation skills
• Profound knowledge of Customer Relationship Management tools (CRM)
• Good knowledge of other ERP systems is an advantage especially as it relates to reporting and analysis
• Understanding of forwarding and Supply Chain Management IT systems functionalities

DSV – Global Transport and Logistics DSV is one of the very best performing companies in the transport and logistics industry. 75,000 employees in more than 90 countries work passionately to deliver great customer experiences and high-quality services – as part of the operation or in a variety of supporting roles. If you have drive and talent and enjoy responsibility, we’ll give you the support you need to explore your potential and forward your career. Read more at www.dsv.com