We are currently seeking a Key Account Manager to join DHL eCommerce 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 goalsBuild and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and PartnersProvide customer oriented service at all times relating to specific sales and customer expectation issuesProvide customer account revenue and activity reporting, as required by the Management teamParticipate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolioKeep current and provide account strategy in line with country level business plans, ensuring profitable revenue growthProvide country inputs to the development of account strategiesImplement 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 plansDrive sales improvement through regionally harmonized processesContribute to the regional bidding or RFQ process when requested

Communication

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 accountsRepresent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirementsWork 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 achievedDevelop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accountsImplement global and regional account acquisition / development approaches and platformsDisplay strong skills in global customer analysis to ensure that all customer requirements are being fulfilledManage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributionsDevelop plans to deny competitor penetration into the accountsCo-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 accountsAdhere to regional standards on profit margins and discount guidelinesEnsure 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 related industry (Market places brand key account management, Tech, eCommerce, FMCG, Media sales).Experience in managing and developing large & complex accountsExperience in DHL network

Minimum Educational Qualification

Degree in Business (or related discipline)