Key Account Manager (only for Chinese Native Speaker) - Military veterans preferred

1.    Overall Job Purpose

·       Generate and maintain a portfolio of Chinese trading + prospective customers (targets to define upon start)

·       Plans and manages portfolio of Chinese CSI/MNC existing accounts

·       Maintain an active opportunity pipeline of Chinese, Taiwanese customers based in Vietnam, China & Taiwan to meet and exceed targets and ensure it is entered into the system

·       Ensure accurate and timely entries and maintenance of high-quality information on the CRM

·       Have a clear understanding and knowledge of DHL products and services

·       Be aware of market developments and competition for China, Taiwan & Vietnam

·       Make competitive proposals to customer and convert in favor of DHL. Wins, retains and develops medium-sized Business Customers (Gross Profit of EUR300K p.a.)

·       Build rapport and trust with customers by being informed about customer’s business and the market. Assesses the type and size of customer needs

·       Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)

·       Uses networks within the various Sales channels within DHL Group to collaborate on customers' marketing strategies and offers a full supply chain of services to service customer needs.

·       Be a part of Chinese community in Vietnam & represent DHL in various business forum

·       Ensures achievement of country Sales Index for Key Account channel

·       Coordinates implementation of strategic priorities in CSI/MNC/SC together with regional CSI/MNC heads

·       Steers and improves performance of the Sales channel through performance measurement

• Executes global/regional sector strategy on country level (As aligned with global sector structure)
• Manages relationship with CSI/MNC as customer point of contact on country level
• Wins, retains and develops Strategic Customers
• Plans and manages accounts
• Coordinates with CRM’s on account planning, customer enquiries, business reviews etc.
• Gathers customer and market information to update Product and Trade Lane on current conditions
• Main Accountability

·       Manages relationship of a defined number of (CSI)/MNC and SC customers and prospects in a particular sector (serves as primary contact for the customer; 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

·       Delivers the regional and/or country customer budget by maintaining a healthy pipeline, good contractual performance and proactive thinking

·       Works on regional customer initiatives and for implementing global business plan contents

·       Plans and manages accounts

·       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)

·       Coordinates with CRM’s 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

·       Provides guidance to Key Account channel and aligns their targets based
on country’s priorities

·       Coordinates implementation of strategic priorities in CSI/MNC together with global/regional CSI/MNC

·       Facilitates the development of local Strategic Customers (SC) to support budget achievement

·       Is responsible for CSI/MNC/SC budget achievement in his/her country

·       Plans and manages portfolio of accounts

·       Supports local Key Account Teams (e.g. through account planning, joined visits to Top customers) and acts as coach for the Key Account Team

·       Supports and facilitates Sales skills/process training relevant to the Key Account channel

·       Supports Expert Community program

·       Actively participates in expert community and fosters collaboration (e.g. via Community Calls, iShare)

·       Organizes internal and external sector events in the Country (e.g. Sector meeting, Customer events)

·       Promotes industry expertise within the Country (case studies, trends, developments)

1. Qualification

·       Good understanding of sector issues in the global forwarding industry and knowledge on DGF products (AFR/OFR) and business models

·       Being Chinese native speaker

·       Customer management experience

·       Ability to identify customer needs by gathering information and building long-term relationships

·       Well-developed communication and presentation skills

·       Well-developed management skills, collaborative leadership style to guide Sales Team

·       Good communication and presentation skills

·       Conceptual thinking and analytical skills

·       Fluent in English verbal/written communication