You are responsible and accountable for managing and developing assigned Corporate Account(s) across all transport modes / Business Units by securing the existing business and developing additional multimillion Euro business globally to contribute to the company’s ambitious growth targets in conjunction with internal senior stakeholders as agreed in the strategic customer development plan.
This position is integral to the growth of the account(s) and our company and requires significant interaction with senior management of the customer, as well as interface with, and leadership of, the DB Schenker organisation.
Key Outcomes:
- Managing and developing assigned Account(s) as the global lead role against the strategic account plan and targets
- Fostering and developing the customer relationship into true long-term partnership with a dedicated focus on cross-/ and up selling
- Ensuring sustainable business growth and retention of the nominated Account(s)
- Develop and execute Strategic Account Plan(s) for the assigned customer portfolio in conjunction with the Vertical Market Head and internal stakeholders.
- Improve and maintain customer satisfaction towards an “engaged” customer relationship
- Support the development of value based, customer centric, solutions
- Produce clear understanding on the customer needs / decision criteria and the customer’s decision-making process taking into account the relevant stakeholders
Main Tasks:
- Serve as the focal point of contact for the customer’s Global Organisation, develop and maintain strategic multi-level relationships with those responsible for the various logistics and procurement functions of the customer
- Be responsible for establishing and continuing leadership of a functional account management team globally, in the region and countries / locations
- Drive strategy mapping, account penetration, business improvement initiatives
- Monitor sales pipeline activities in the regions and countries
- Coordinate tender planning and ensure execution by the organization
- Maintain the Account(s) Development Plan and lead the annual financial budget
- Partner with all pertinent internal regions, country organizations, divisions and Business Units to ensure aligned business development, and consistent service and growth
- Conduct regular business review meetings with the customer and coordinate all the related actions arising
- Identify value chain expansion opportunities for the assigned Account(s)
- Act as escalation point for the customer
To be successful in this role, you should possess/ display the following key skills/ attributes:
- Strong leadership skills as well as strategic and visionary thinking
- Exceptional relationship management and communication skills
- Graduated in Business Administration / Supply Chain Management / Transport and Logistics or equivalent education.
- Minimum 7 years of professional experience within the industry in an international sales environment
- Strong business acumen with the ability to influence outcomes across multiple locations
- Proven track record in managing large scale customers and projects
- Deep knowledge and understanding of international transport and logistics operations across multiple modes
- Strong expertise or interest in the Vertical Market Aerospace & Defence
- Outstanding financial and process analytical skills
- Willingness to travel internationally
- Ability to work under pressure, high flexibility, highly developed social-skills and service orientation
- Ability to work effectively in a customer driven deadline environment
- Ability to work in a cross-functional, matrix & virtual environment
- Strong English language skills, additional languages are of advantage
At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.
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