Job Req Number: 87147
Time Type: Full Time

JOB OVERVIEW

The Regional Key Account Manager (RKAM) is the regional pendant to the Global Account Director (GAD) driving Share of Wallet on the account(s) in a single region. The role develops and executes the account plan preparing and driving the work and customer interaction on a day-to-day basis in a single region.

The RKAM is responsible for the daily management for one or more of DSV’s Platinum and/or Gold accounts for a single region but across divisions to grow, develop and retain the business.

The major difference between the RKAM and the GAD is that the GAD also is responsible for strategic account management across all regions and owns the dialogue towards the Global Heads and Division Leads.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Financial

• Gross Profit responsibility for a Platinum and/or Gold account
• Maintain and develop existing account with focus on the region

Strategic

• Leverage vertical knowledge, insights, and skills into account work

Customer relationships

• Build relationships with internal and external stakeholders
• Commercial single point of contact for the account on a day-to-day basis in the region
• Actively search and identify opportunities within account, and engage colleagues and divisions/operations to further grow the account
• Act as regional escalation point for commercial, operational and contractual issues (including Days Sales Outstanding (DSO) and Accounts Receivable (AR))

Operational

• Pursue and share insights from accounts in industry/ with similar supply chains
• Identify and resolve operational challenges of importance to customer in collaboration with the divisions

Team & DSV

• Coordinate with executive and operational teams across divisions and locations in the region
• Drive pipeline management incl. collection and maintenance of opportunities and awards (e.g., in CRM)
  

INVOLVEMENT

• Participate in status meetings with the customer
• Drive ongoing dialogue with relevant regional stakeholders
• Participate in internal customer meetings (status, observations, improvements, etc.)
• Support tender processes
• Provide contents input for quarterly Win Plan meetings
  

KEY DSV COLLABORATION NETWORK

Global Account Director (GAD)

• Close collaboration and coordination with the GAD on the account(s)

Account Executive

• Secure Account Executive involvement with key customer stakeholders

Regional EVP/MD

• Coordinate and facilitate market involvement, tendering and availability of resources

Operational KAM/Control tower

• Coordinate and secure operational excellence according to agreed SLA's

COMPETENCIES

• Commercial Acumen
• Business Skills - Good understanding of the business
• Sales Planning
• Task oriented - Meeting sales goals
• Presentation Skills
• Negotiation & Persuasion Skills
• Customer Orientation
• Communication & Interpersonal Skills

EXPERIENCE & EDUCATION

• Degree with a minimum 15-18 years of relevant experience in the industry

DSV – Global transport and logistics

DSV is a dynamic workplace that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals. When you join DSV, you are working for one of the very best performing companies in the transport and logistics industry. You’ll join a talented team of approximately 75,000 employees in over 80 countries, working passionately to deliver great customer experiences and high-quality services. DSV aspires to lead the way towards a more sustainable future for our industry and are committed to trading on nature’s terms.

We promote collaboration and transparency and strive to attract, motivate and retain talented people in a culture of respect. If you are driven, talented and wish to be part of a progressive and versatile organisation, we’ll support you and your need to achieve your potential and forward your career.

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