Job Description

Job Purpose-Manage and develop the overall customers engagement of assigned portfolio.-Develop and perform business development strategies/activities in accordance with company business objective and local business environment to deliver profitable growth.-Support global/regional sector initiatives and drive the engagement of both internal and external stakeholders with clear account development plan.AccountabilitiesI) CustomersExternal Customers- Maintain effective relationship with assigned portfolio by remaining informed about customers\xe2\x80\x99 business priorities and needs within the region.- To drive and manage profitable growth with the assigned customer portfolio.- Deliver services and solutions to customer that meet budget, quality and agreed service level.- Drives/support development of new/innovation service or value creation as part of continuous development to meet customer\xe2\x80\x99s needs.- Respond and solve customer enquiries/complaints in a timely and responsive manner.- Responsible for establishing customer profiles and customer needs.- Effectively conduct Annual/Quarterly/Monthly Business Review with customers.Internal Customers- Develop Customer Account Plan and/or Win Plan that can be adapted to meet customer needs and business fit.- Work with Product, Key account managers, Bid Management team in the region to communicate and align customer account/win plan for RFIs / RFQs.- Close engagement with internal stakeholder by sharing customer\xe2\x80\x99s buying behaviours and competitor\xe2\x80\x99s intelligence.II) StakeholdersExternal Stakeholders- Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers, influencer et al.- Work with third party service provider like packing company, carriers, truckers or shipping lines for special projects when needed.- Work with other DHL divisions for end-to-end supply chain solution design or cross BUs collaboration.Internal Stakeholders- Work with countries and internal departments such as Products, VAS, Finance, First Choice, BPO, IT and Implementation to satisfy customers\xe2\x80\x99 needs and make sure service is provided smoothly.- Coach and work closely with virtual team - Key Account Managers (KAMs), Program Managers (PMs), GSC Team, etc.- Regular Performance Dialogue with Country KAMs or ASMs/PMs.III) ProcessCustomer Business Development- Conduct customer meeting/sales visits (potential & existing) and present company capabilities, value proposition and business fit.- Identify and develop customer sales leads.- Lead market profiling and customer/competitor research and analysis activities to understand and identify opportunities and challenges.- Develop and/or communicate effective pricing strategies to drive profitable growth and volume.- Develop supply chain management solutions meeting customer needs.- Develop customer development plan/win plan and drive the communication and alignment with relevant stakeholder in region and countries such as Product and Key Account Managers on strategy for RFQ\xe2\x80\x99s/tenders/bids.- Proactive Selling with Buyer\xe2\x80\x99s Perspective.Customer Business Performance- Effectively drive monthly, quarterly and annual business review with customers.- Overall responsible for achieving Customer business targets and KPIs. Drive KPI performance review with customer, together with Products.- Identify and drive continuous improvement or value creation opportunities with customers.Skills/Knowledge

• Selling with Buyer\xe2\x80\x99s Perspective

• Management & Decision Making

• Project management

• Industry/Sector Knowledge and Expertise

• Freight Forwarding Knowledge and Expertise

• Excellent communications skills

• Interpersonal skills

• Influencing skills

• Negotiation skills

• Solution design and process mapping skills

Experience/Qualification Requirements- Degree Holder, relevant post-graduate qualifications will be an advantage- 6-8 years of solid experience in the logistics or forwarding industry- Of which at least 2 years is dealing with major accounts on a regional or global level- Relevant experience in International Supply Chain, Decarbonization Market Trend and Digitization Processes will be an added advantage- Fluent use of English (both written and spoken)- Ability to speak Mandarin will be an advantage- Computer skill knowledge like MS Excel, MS Powerpoint and MS Word#LI-APAC

DHL