Key Accounts Manager

BE PART OF THE WORLDS LARGEST LOGISTICS COMPANY Deutsche Post DHL Group is the worlds leading logistics and mail company. Were one of the worlds largest employers, operating in over 220 countries and territories. Were Europes largest postal service, partner for eCommerce and pioneers in secure digital communication. Were number one in contract logistics and international express delivery, and a leader in the forwarding business. Join us and youll be working for a global company thats focused on service, quality and sustainability, and using the power of global trade to connect people and improve lives. And not just for our Customers, but for every member of our Group too. At DHL Supply Chain South Africa were looking for… Vacancy: Key Account Manager Business Overview: This is a busy, fast paced operation which offers many challenges and opportunities for the right person. This position is based at DSC Kempton Park Role Outline: The responsibilities include supporting DSCs growth agenda by cultivating and sustaining profitable key accounts, specifically through the management of the account profit and loss statement. The role also entails building high-quality and trusted business relationships within the customers leadership team. Additionally, it involves identifying, assessing, pursuing, and closing additional opportunities within the assigned accounts, coupled with effective management of a proactive pipeline. Proactive oversight of the renewal agenda is crucial to ensure the sustained satisfaction of customers. Overall, the position demands a strategic approach to account management, with a focus on both fostering business growth and maintaining positive customer relations and "making DHL a great place to work". Key areas of responsibility include:

• P&L

Own the financial performance of the account - as per the operational, financial and investment plans; Achieve annual EBIT targets on the key account; Manage the P&L of the key account to deliver on the agreed GP target; Be the face of the operational delivery to the customer;

• Customer Relationship Management

Develop and leverage constructive C-Suite relationships within assigned accounts (that are business and issue-based, as opposed to transactional); Act as key contact for customer on a local level; Maintain access to key decision makers and establish coach network;

• Share of Wallet

Ensure a year on year increase in DSCs percentage share of the customers logistics spend; Sponsor the building and maintenance of a quality account pipeline - focusing on proactive and single-sourced opportunities; Continuously review business potential and identify potential business opportunities; Work with BD to develop and meet plans to rpsell within account, e.g. VAS; Conduct annual, formal planning meetings with the customers; Present solution proposal and business fit to decision makers, engage in negotiations and close the deal; Collaborate with internal functions that support the sales process (BD, Solution Design, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions;

• Stakeholder

Ensure quality of delivered services and proactively address customer issues; Facilitate knowledge/ best-practice sharing between DSC community in South Africa;

• Strategising

Develop local strategy and plan for assigned accounts;

• Managing P&L

Report on a monthly, quarterly and annual basis on the account financial performance; Spend a high proportion of time on on-site working with the customer and the DSC operational team; Work effectively in a matrix structure with the operations leaders to deliver the day to day solutions and meet the annual and long term growth aspirations on the account; Co-develop account investment and commercial plans for Transport and Warehousing with leaders;

• Growing share of wallet

Pro-actively identify opportunities within assigned accounts; Work with BD to develop proactive solutions and answer incoming RFQs for accounts; Lead account planning meetings to identify customers supply chain requirements and business objectives; Sponsor opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities; Work with BD and Solutions to identify DSCs value proposition and high level solution parameters based on customer requirements; Sponsor the win-plan that is created by BD - when required; Present solution to customer demonstrating clear business value, engage in negotiations and close the deal; Sponsor BD in collecting customer feedback after opportunity and sponsor internal Post-Opportunity Review;

• Maintaining

Built and maintain strong relationships with key decision makers and establish customer network on a working level (coach network); Organize and hold quarterly business review meetings (QBRs) with the customer; Prepare and conduct customer satisfaction and value assessment research meetings; Monitor KPIs, ensure quality standards and performance targets are being met; Act as key contact for customer, channel communication to internal functions coordinate actions in case of large operational issues; Manage the renewal agenda, ensure current business is profitably maintained;

• Team Management / Coordination

Coordinate the resolving of operational issues and push for process improvements; Assemble input from opportunity team, prepare proposal and BCA; Plan the sales process and coordinate the opportunity team throughout the sales process; Collect and share knowledge and best practices (also cross-country); Review input from opportunity team, ensure quality and commercial standards are met; Act as an interface between customer and DSC internal functions, collect and distribute required information;

• Solution Designing

Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development; Independently design standard solutions (supported by functional experts);

• People Management

No direct reports but close collaboration with all Operational Leaders, Business Development and Finance. Qualifications and Experience: Grade 12 / Matric - Essential Tertiary qualification (Advantageous) More than 5 Years DHL Supply Chain Experience; More than 5 Years Sales Experience; More than 5 Years Operational experience will be a distinct advantage; More than 5 Years Logistics Sector experience Skills and Competencies: Envisioned powerful strategies and goals to support all three bottom lines, broke ambitious goals down into tangible ones, empowered people and the organization to achieve them; Communicated strategies and goals clearly, fully equipped and supported people to work towards them, and regularly reviewed progress against them; Ensured sustainability of results and consideration of people involved in and impacted by the organization; Understood and used the strengths of the organization and its people, allocated tasks based on strengths, provided continuous and specific feedback, and supported personal and career development; Made strengths and success visible, recognized and rewarded individual and team achievements; Did not deny own and others‘ mistakes and weaknesses but worked around them successfully; Created a sense of purpose in what the organization does, and brought people together to achieve a common goal (‘Connecting people, improving lives‘); Explained the rationale why something has to be done and provided context and dependencies so that everyone could contribute to the overall success; Inspired others by showing them a purpose in their work and making their job meaningful to them; Nurtured mutual trust, promoted reliability, fairness and openness for close collaboration and a strong corporate community; Promoted ‘walking the talk‘, took actions against the misuse of trust, and managed to rebuild trust; Trusted the expertise of others, encouraged critical questions, and valued working with all different kinds of people; Maintained the number of priorities at a level which could be executed effectively and focused work and resources around them; Encouraged skipping of non-priority topics and reduced complexity so that everyone could work in a focused way; Ensured that everyone knew the core business and the strategy in order to set the right priorities in their daily work; Saw challenges as opportunities, sustained a positive attitude and enabled others to be constructive and solution oriented; Motivated others to be innovative and entrepreneurial and took on controlled risks; Gave confidence when facing uncertainty, motivated to stand up again when things went wrong, and encouraged others to be open for change Languages: English - verbal and written.