Organizational Background Information
Role Title : Strategic Account Development Manager
Business Unit :
DHL Global Forwarding
Location :
Field based and can work from Dublin, Shannon, Cork DGF Office
Scope of Role
- Responsible for driving business growth and managing strategic accounts within the assigned territory across
Air, Ocean, Road and Customs
products.
The role combines
business development
and
key account management
, ensuring the acquisition of new customers and the expansion of existing relationships.
Key responsibilities include:
Lead business development initiatives
to deliver net growth, revenue, profitability, and service targets in line with country strategy and financial objectives.
Manage and grow key country accounts
within the territory, ensuring strong relationships and long-term partnerships.
Develop and execute functional strategies
to expand and maintain the customer base, aligned with Group guidelines and policies.
Identify and capitalize on market opportunities
for Air, Ocean, Road and Customs services to achieve sustainable growth.
Collaborate with internal stakeholders
to ensure seamless implementation of solutions and high service quality.
Monitor performance metrics
and ensure compliance with company standards and objectives.
Reports to :
Head of Sales and Marketing
Days & Hours of Work :
Monday – Friday, 9am – 5:30pm, or such hours deemed necessary to fulfil the requirements of the role
Role Profiler
Head of Sales and Marketing
Accountabilities:
Key Accountabilities
Develop regional sales and account strategy in your region including - account planning, revenue targets, service goals, etc. considering country business strategy, financial objectives, Group guidelines and policies
Identify growth opportunities within existing accounts through upselling, cross-selling, and value-added solutions.
Create and implement strategic account plans aligned with business objectives and client needs.
Key Account Management and growth
Oversee and control sales activities and initiatives related to business development in your region with significant impact on overall results and objectives
Review regional portfolio strategy to achieve alignment with country's business plans
Contribute to defining pricing strategies, contract negotiations for the new accounts in your region.
Steer key account retention, business growth, sales results and profitability for your region.
Engage with senior management of key accounts in support of business development and transformational deals
Support country key accounts and drive internal and external collaboration, and cross selling activities within the region with DHLE and DHL SC.
Endorse sector and customer management within the country by developing country sector strategy, consolidation of industry demands and ensuring best practice sharing
Coordinate activities of functions where the customer has direct contact to provide consistent and cohesive services
Understand and keep up to date with market trends and customer requirements at country level, translate products into solutions to meet their needs
Monitor competitive activity and disseminate information to relevant parties with country level accounts
Analyze complex issues and modify account management methods and techniques for enhanced efficiency and effectiveness
Ensure operational compliance to all revenue and international trade legislative requirements, and all requirements under Data Protection Legislation in addition to all DGF IE policies and procedures (H&S, Quality, Environmental, HR, etc), and work in a manner that supports the Company environment programme
Competencies:
Relationships with others
Communicates in an open and honest manner.
Treats others with respect, develops trust and values diversity.
Demonstrates sensitivity to diversity, i.e., culture, gender, age, religion, race disability.
Develops effective relationships with employees, peers, and managers.
Confidence in dealing with all levels in the business over the telephone and also on a face-to-face basis.
Ability to remain calm when dealing with difficult people.
Good listening skills and ability to respond in a clear, respectful manner.
Teamwork
Commitment to fulfilling their role in a team.
Supportive approach to other team members.
Shares information, knowledge, ideas, and experience freely with others.
Commits to team decisions and contributes to building a team spirit.
Works collaboratively with others to achieve team or business objectives.
Establishes acceptable levels of quality and quantity of work; reviews, recognises and supports achievement
Encourages and motivates team members and work colleagues
Customer Orientation
Basis decisions on how his/her actions impact on customers and DHL.
Builds and maintains effective relationships with customers, suppliers, and other departments.
Focuses on the needs of customer and seeks to meet and exceed expectations.
Quickly and practically solves problems, seeking advice where necessary.
Appreciates what customers want and continuously strives to meet customer expectations.
Problem Solving
Identifies issues, problems, and opportunities.
Deep dives to identify root causes of issues
Applies formal problem-solving techniques
Evaluates risk
Gathers information and analyses cause and effect.
Quickly and practically solves problems.
Establishes effective work processes and measures.
Documents and communicates awareness of the problem, solution and action taken.
Commitment to Excel
Achieves work targets and is willing to take on additional roles/responsibilities.
Continuously reviews current processes.
Seeks and is open to feedback from others.
Always behaves in a manner consistent with DHL's values.
Demonstrates a positive attitude to change.
Flexible approach to work.
Looks for opportunities in a changing situation.
Provides detailed advice to others.
Takes initiative to keep skills up to date
Procedural Skills
Ability to organize own workload across a range of responsibilities & meet deadlines.
Ability to select appropriate procedures.
Ability to follow procedures.
Ability to meet procedural deadlines.
Ability to improve an existing procedure.
Ability to create a procedure.
Attention to Detail
Ability to work with lots of data to high level of accuracy.
Ability to apply high attention to detail to written (text) documents.
Ability to follow through on procedures and ensure completion.
Skills & Qualifications:
Expected years of experience (minimum)
Minimum 3 years' experience working in a freight forwarding /integrator commercial key account sales position
High profile product knowledge with in-depth freight forwarding /integrator operational background
Customer facing and service-oriented mentality with experience working with large complex customers
Self-directed working style
Results driven
Strong influencing, negotiation and presentations skills; the ability to communicate effectively at peer and senior management and board level essential
Ability to build relationships and engage effectively with key DHL Products and support functions
Excellent time management and organization with Ability to manage various projects/tasks across cross-functional teams, namely between product and pricing teams
Ability to create collaborative work environments
Strong MS Office skills: Excel, PowerPoint
Expected Qualifications
Relevant third level qualification desirable
Comprehensive knowledge of supply chain
Excellent MS Office Skills
Full clean driving licence
The above statements are intended to describe the general nature and level of work performed by people assigned to this role.
They are not intended to be construed as an exhaustive list of all job duties performed.
The Company reserves the right to revise or amend duties at any time.
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