Director (Automotive) - Regional Key Account Management

JOB PURPOSE

This role drives thought leadership and end-to-end solutions in the Automotive vertical. The incumbent will drive growth and profitability in the vertical sector and lead a team of professionals to develop and execute strategic initiatives that drive E2E solutions, increase revenue, improve operational efficiency, enhance customer satisfaction, and establish the company as a thought leader in the Automotive vertical.

KEY ACCOUNTABILITIES

Strategy

• Develop and implement the overall strategy for the vertical/s, including strategy, E2E solutions, sales and marketing and strategic global key account management strategy. This will include the identification of sub-verticals that DP World should play in.
• Work with solutions engineering to develop E2E solutions that promote cross and up-selling on the selected sub-verticals. Develop and implement solutions that improve supply chain efficiency, reduce costs, and enhance customer satisfaction.
• Formulate required operational capabilities with global capabilities and regional capabilities (i.e. DP world toolbox)

Focus Areas:

• Revenue Growth: Achieve annual revenue growth targets segmented by service line (freight forwarding, contract logistics, warehousing, etc.) and overall.
• Profitability: Maintain or improve targeted profit margins across all service lines and the overall GCC operation.
• Cost Management: Implement cost-saving initiatives to achieve a pre-determined annual expense reduction target.
• Growth: New client acquisition, successful branch expansion, employee development.
• Vertical Expansion: Successfully establish and integrate new customers across GCC region and collaborate with relevant stakeholders in other regions and Global vertical leads adhering to budget and timeline constraints.
• Stakeholder relationships, regulatory compliance, industry trends & competitive advantage.

Sales & Client Management

• Drive revenue growth by identifying and pursuing new business opportunities, cultivating relationships with new and assigned key customers, and developing innovative solutions that meet the unique needs of the vertical.
• Oversee the key account management of the vertical/s clients, working with sales, capabilities to ensure that all DP world services are delivered on time and to the highest quality standards.
• Join customer quarterly business reviews with strategic accounts as a member of senior leadership.
• Supports the regions and all functions to establish budgets, forecasts and KPIs for the automotive vertical.

Leadership

• Work closely with cross-functional teams to ensure alignment and collaboration across the organization.
• Monitor industry trends and emerging technologies, proactively identifying opportunities and risks for the vertical and the broader organization.
• Represent the company at industry events, conferences, and trade shows, building relationships and promoting the company's brand and capabilities.
• Build the company's reputation as an industry thought leader by developing and publishing research, whitepapers, and other thought leadership content that highlights the company's expertise and insights.

QUALIFICATIONS, EXPERIENCE AND SKILLS

• Bachelor’s degree in business administration, Logistics, Supply Chain Management, or a related field. MBA is preferred.
• 15+ years of experience in the logistics and supply chain industry, with at least 5 years of experience in the relevant vertical
• Proven track record of driving revenue growth and profitability of a significantly sized business of DP World’s vertical
• Strong leadership skills, with the ability to inspire and motivate a team to achieve their goals and deliver results
• Excellent communication skills, with the ability to articulate complex ideas and strategies to a variety of stakeholders, both internally and externally
• Strong analytical and problem-solving skills, with the ability to use data and insights to inform decision-making
• Knowledge of the vertical, including trends, regulations, and best practices
• Experience with lean management principles and continuous improvement methodologies is preferred
• Demonstrated ability to develop and publish thought leadership content, such as research papers, articles, and case studies, that highlight the company's expertise and insights in the Automotive vertical industry.