Key Account Manager

Petaling Jaya, Selangor, Malaysia DHL eCommerce Solutions 22514 04/02/2020
Jetzt bewerben

We are currently seeking a Key Account Manager to join DHL eCommerce Solutions Malaysia!

The Key Account Manager will be responsible for leading the geographic profitability development of designated Key Accounts & Partners (3PVs, Market Places) through positioning DHL as a strategic business partner, and delivering agreed programs& revenue targets, through a team drawn from across the DHL network.

Essential Duties and Responsibilities

Customers (external)

  • Identify, establish and manage multi-tier relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals

  • Build and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and Partners

  • Provide customer oriented service at all times relating to specific sales and customer expectation issues

Reporting to the Sales Manager, B2B

  • Provide customer account revenue and activity reporting, as required by the Management team

  • Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio

  • Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth

  • Provide country inputs to the development of account strategies

  • Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans

  • Drive sales improvement through regionally harmonized processes

  • Contribute to the regional bidding or RFQ process when requested


  • Develop a working relationship with the relevant support sections e.g. GKAM Support Group, Operations to ensure they are kept up to date with all issues relating to the GKAM Customer accounts
  • Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements

  • Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer’s life time value to DHL

Sales/Customer Account Development – Planning and Follow Up

  • Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base so that the required account sales results are achieved
  • Develop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accounts

  • Implement global and regional account acquisition / development approaches and platforms

  • Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled

  • Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions

  • Develop plans to deny competitor penetration into the accounts

  • Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL

 Margins/Profitability Assurance
  • Establish and implement a pricing review timetable that ensures improving margins from designated accounts
  • Adhere to regional standards on profit margins and discount guidelines

  • Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification

Desired Skills / Qualifications

  • 5 years corporate consultative / solution based sales experience in a service-related industry

  • Experience in managing and developing large & complex accounts

  • Experience in DHL network

Minimum Educational Qualification

  • Degree in Business (or related discipline)

Zahlen und Fakten

  • Geschäftsbereich

    DHL eCommerce (Malaysia) Sdn. Bhd.

  • Reisetätigkeit erforderlich

    more than 75%

  • Beschäftigungsart

    Unbefristet Vollzeit

Jetzt bewerben