Regional Key Account Manager - Perishables

Job Description

DP World is looking for Regional Key Account Managers to focus on overseeing the business for European-led Perishable accounts. The emphasis is NOT on selling skills but in understanding the customer challenges, identifying the JOB TO BE DONE and then building solutions with the team to offer the most optimized end to end integrated offer across DP World business portfolio of multiple products to create “stickiness”. Thereafter, create sustainability, continuity & consistency of delivery & personalized customer delivery experience.

How You Will Contribute

• Develop and execute a comprehensive plan / strategy for the development of this service, offering together with Operational leadership.
• Generate effective leads and opportunities, ideally based on your existing network and book of business.
• Meet and exceed financial growth targets and expand DP World’s geographic and solutions offering footprint.
• Identify and develop relationships with key decision makers at all levels within a customer.
• Maintain understanding of customers’ expectations relative to operational solutions, costs, and results and ideally are aware of some of their challenges before they are.
• Understand the customer's business (strategically, operationally, financially). The customer's buying process and identify all influence(r)s, intimately understanding their requirements.
• Maintain CRM for an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing / increasing the probability to win.
• Coordinate RFQs for new business opportunities and renewals of existing business with assigned customers, engaging in other functions as required and own the commercial relationship and contract negotiations with the customer. This is a key part of your role: You are the internal face of the customer during a bid phase.
• Follow the internal commercial process, procedures, and threshold & foster a close cooperation between Account Management, the G-KAM and other DP World service offerings, Operations, Operational Excellence and all other functions (IT, HR, Finance, etc.).
  
  

What You Will Bring

• At least 10 years in a similar role with an excellent address book of contacts with customers in the industry. You have technical or commercial related credentials from a University/College or work-related equivalent experience.
• Demonstrated experience in Account Management, including the use of pricing templates, cost databases, and other supporting tools.
• Excellent knowledge of logistics, 2 and 3 PL, multimodal, customs brokerage, ecommerce, related to the PERISHABLE sector covering solutioning across Tier-1 Suppliers with a good understanding of production and logistics processes and their costs.
• Fluent communication in English language is a MUST.
• Ability to empathize and understand client viewpoint (read what is on his mind) and requirements and act as their champion within DP Worlds internal organization
• Ability to interpret data, derive solid conclusions from analysis and to create structure and organization within a fast-moving environment.
• Proficiency in MS Office, especially Excel and Power Point.
• Understanding of Business ethics and culture
• Flexibility to travel - You are ready to travel between 30 - 50% of the time across the globe.