Head of Key Account Management (HCMC)

Overall Role Purpose:

• Manages and drives the performance of the country Key Account channel
• Applies local incentive schemes for the Key Account channel based on the defined Sales Index
• Ensures achievement of the country Sales Index for the Key Account channel
• Coordinates implementation of strategic priorities in Customer Solutions Innovation (CSI)/ Multinational Corporation (MNC)/ Strategic Customer (SC) together with regional CSI/ MNC Heads
• Steers and improves the performance of the Sales channel through performance measurements
• Plans and manages portfolio of accounts
• Supports Key Account Specialists in important customer interactions
• Acts as a coach for the Key Account Team

Reports to:

• Country Head of Sales (solid)
• Regional Head of Business Development (dotted)

Accountabilities:

• Provides guidance to Key Account channel and aligns their targets based on the country’s priorities
• Coordinates the implementation of strategic priorities in CSI/MNC together with the global/regional CSI/MNC
• Facilitates the development of local Strategic Customers (SC) to support budget achievement
• Is responsible for the CSI/ MNC/ SC budget achievement in the 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 a 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)

Working Location: Etown2 Building, No. 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City

Job Requirements:

• Good understanding of sector issues in the forwarding industry and deep knowledge of DHL Global Forwarding's products (Air Freight/ Ocean Freight) and business models
• Experience with the Key Account Sales channel
• Well-developed management skills, collaborative leadership style to steer the senior Sales Team
• Experienced in managing a team
• Ability to identify customer needs by gathering information and building long-term relationships
• Good communication and presentation skills
• Conceptual thinking and analytical skills
• Fluent in English verbal/written communication

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