Regional Key Account Manager – Industrial Projects

Job Title - Regional Key Account Manager – Industrial Projects

Job Purpose

The successful candidate will act as the key point of contact for a global customer in the energy and manufacturing sector. Implement account management plans and processes to and maintain customer base, enhance customer satisfaction and achieve sales objectives for key accounts in line with business and sales objectives, Group guidelines and policies.

Differentiator

Recognized subject matter expert in job area typically obtained through advanced education and work experience

Manage large projects or processes with limited oversight from manager

Problems faced are difficult and often complex involving various geographies and stakeholders

Key Tasks

Ensure that the sales goals for the relevant major/strategic key accounts are met, taking cross-divisional aspects into account

Plan, control, and strategically further develop acquisition, preparation of proposals, customer support, and customer consulting

Control internal and external resources (e.g., Marketing, Product Development, Customer Support) to optimally meet the customers’ needs

Define and/or further develop the proposal processes and (customer-specific) services

Design pricing and discounting for assigned key accounts and manage/control contractual negotiations with the assigned key accounts with the aim of achieving the best possible conditions for DHL

Take responsibility for sales planning and perform sales activities for the key accounts (revenue planning/ visits, events)

Independently identify market/growth potential, observe the competitors, and know their service spectrum, price structure, and price policy

Independently advise (top) management regarding strategic customers and potential new customers

Independently process complex, strategically important projects/acquisitions and make strategic, economic, and/or specialist decisions for own task area

Define process standards in the area of Key Account Management

Define and develop best practices for the Key Account Management area

Establish and maintain relationships with key accounts for profitable business outcomes

Identify problems that may not be clear in own area of authority and modify work methods accordingly

Convince and sometimes negotiate with external parties to accept complete proposals and programs where there is little interest in cooperating or participating

Stakeholders

Convince other subject matter experts to accept new concepts, practices, and approaches

May cooperate with and coordinate 3rd parties e.g. external service providers

Build strong, trusting cross-functional relationships with DHL managers

Understand customer and key stakeholders interests and concerns and advise direct reports, customers and key stakeholders

Provide technical guidance to line managers and employees

Management Responsibility

Individual contributor who may manage two or fewer employees

May direct the work of other lower level professionals or manage processes and programs

Coach, review and delegate work to lower level professionals

Skills

CRM, Customer Support, Customer Satisfaction, Customer Development, Account Management, Major Accounts, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Contract Negotiation, Budgets, Sales Forecasting, Business Development, Revenue Growth, Market Trends, Sales Channels, DHL Business Knowledge, Business Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation

Qualifications & Key Requirements

Education Level

Bachelors Degree

Experience Level

more than 6 years