DP World
Global Director - Key Account Management - Consumer
DP World, Charlotte, North Carolina, United States, 28245
Overview
Job Purpose:
The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.
The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.
The GKAM is responsible for nurturing and growing strategic relationships with our key clients globally, driving account plan execution, building trusted C-suite relationships, proactively identifying and qualifying opportunities, coordinating required expertise to scope and secure business, facilitating Quarterly Business Reviews (QBRs), and providing comprehensive visibility and regular updates to all stakeholders.
Key Accountabilities:
Strategic Client Management
Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)
Build and maintain robust relationships with C-suite and senior client executives. Understand their strategic ambitions, business needs, and challenges
Provide proactive solutions to address the customer’s challenges whilst serving as the primary point of contact and internal advocate
Solution Portfolio Management Ensure (potential) customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics
Business Development and Growth Plan,schedule, and facilitate Quarterly Business Reviews and Customer Satisfaction Interviews with assigned accounts whilst maintaining current and future opportunities pipeline
Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives
Commercial Excellence
Understand customer buying processes and identify all influencers, intimately understanding their requirements
Lead the Bid Process, ensuring solution development, pricing, and negotiation efforts optimally address customer needs whilst coordinating involvement of all key internal stakeholders
Account Planning and Performance Management
Own development and continuous updating of customer global account plans, ensuring fitness for purpose as account management tools
Maintain plan integrity against customer needs for strategic planning via executive reviews
Track key account metrics, alert internal stakeholders of performance or cost-to-serve requirements, ensuring action plans are initiated and executed to resolution
Maintain current pipeline with quantified opportunities, values, and win probabilities. Track growth, conversion, renewals, leakages, losses, margin
Issue Resolution and Coordination
Handle high-severity requests and issue escalations as required
Coordinate company personnel involvement, including support, service, and management resources, to meet account performance objectives and customer expectations requirements
Team Development and Best Practice
Mentor, coach and support team members to ensure best practice and standardized global account management approaches
Other
Responsible for the leadership of an engaged, geographically dispersed team, promoting collaboration and ensuring that each is developed and evaluated against goals and objectives which are aligned, specific, measurable, attainable yet challenging, realistic and time-bound.
Always Act as ambassador for DP World; promoting and demonstrating positive behaviors in harmony with DP World’s Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies
Perform other related duties as assigned
Experience, Skills and Qualification:
Degree or equivalent in Business Administration, Transport/Logistics, or related field
Proven track record of consistently achieving sales quotas at relevant scale
Minimum 10 years' experience within transport, logistics, or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods Sector
Extensive sales experience with demonstrable results
Experience leading and managing global teams
Deep experience and affinity with the following FMCG Sectors: Beverages, Non-Perishable Foods, Personal Care.
Customer-centric mindset, collaborative working style, innovative, dynamic and insightful
Comprehensive understanding of contractual requirements across all facets
#LI-DS2
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The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.
The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.
The GKAM is responsible for nurturing and growing strategic relationships with our key clients globally, driving account plan execution, building trusted C-suite relationships, proactively identifying and qualifying opportunities, coordinating required expertise to scope and secure business, facilitating Quarterly Business Reviews (QBRs), and providing comprehensive visibility and regular updates to all stakeholders.
Key Accountabilities:
Strategic Client Management
Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)
Build and maintain robust relationships with C-suite and senior client executives. Understand their strategic ambitions, business needs, and challenges
Provide proactive solutions to address the customer’s challenges whilst serving as the primary point of contact and internal advocate
Solution Portfolio Management Ensure (potential) customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics
Business Development and Growth Plan,schedule, and facilitate Quarterly Business Reviews and Customer Satisfaction Interviews with assigned accounts whilst maintaining current and future opportunities pipeline
Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives
Commercial Excellence
Understand customer buying processes and identify all influencers, intimately understanding their requirements
Lead the Bid Process, ensuring solution development, pricing, and negotiation efforts optimally address customer needs whilst coordinating involvement of all key internal stakeholders
Account Planning and Performance Management
Own development and continuous updating of customer global account plans, ensuring fitness for purpose as account management tools
Maintain plan integrity against customer needs for strategic planning via executive reviews
Track key account metrics, alert internal stakeholders of performance or cost-to-serve requirements, ensuring action plans are initiated and executed to resolution
Maintain current pipeline with quantified opportunities, values, and win probabilities. Track growth, conversion, renewals, leakages, losses, margin
Issue Resolution and Coordination
Handle high-severity requests and issue escalations as required
Coordinate company personnel involvement, including support, service, and management resources, to meet account performance objectives and customer expectations requirements
Team Development and Best Practice
Mentor, coach and support team members to ensure best practice and standardized global account management approaches
Other
Responsible for the leadership of an engaged, geographically dispersed team, promoting collaboration and ensuring that each is developed and evaluated against goals and objectives which are aligned, specific, measurable, attainable yet challenging, realistic and time-bound.
Always Act as ambassador for DP World; promoting and demonstrating positive behaviors in harmony with DP World’s Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies
Perform other related duties as assigned
Experience, Skills and Qualification:
Degree or equivalent in Business Administration, Transport/Logistics, or related field
Proven track record of consistently achieving sales quotas at relevant scale
Minimum 10 years' experience within transport, logistics, or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods Sector
Extensive sales experience with demonstrable results
Experience leading and managing global teams
Deep experience and affinity with the following FMCG Sectors: Beverages, Non-Perishable Foods, Personal Care.
Customer-centric mindset, collaborative working style, innovative, dynamic and insightful
Comprehensive understanding of contractual requirements across all facets
#LI-DS2
#J-18808-Ljbffr