Global Director - Key Account Management - Industrial

Job Purpose:

The Global Director, Key Account Management will be responsible for nurturing and growing relationships with our key clients across the globe. This role is pivotal to our organisation's growth strategy, focusing on client retention, expansion, and delivering top-notch logistics solutions Also will understand all of DP Worlds service portfolio well enough to identify and qualify opportunities in order to facilitate bringing in the experts to sign the business.

Key accountabilities:

• Develop and maintain strong relationships with key clients, understanding their business needs and challenges.

• Act as the primary point of contact and advocate for clients within the organization.

• Account Growth and Expansion:

• Identify account growth and expansion opportunities, collaborating with internal teams to develop solutions.

• Ensure that clients know all the services and capabilities our company can offer (the toolbox) to meet their evolving logistics requirements and the possibilities of connecting the various capabilities of the toolboxes to offer fit-for-purpose solutions

• Own the development of and continuously update the customer global account plan so that it is always fit for purpose as an account management tool, ensuring the integrity of the plan against customer needs to enable strategic planning via executive reviews

• Understand the customer's business (strategically, operationally, financially)

• Understand the customer's buying process and identify all influences, intimately understanding their requirements

• Coordinate all growth initiatives specific to the global customer business, identifying and growing opportunities to the assigned targets for profitable sales volume and strategic objectives of the account

• Following the Bid Process, responsible for ensuring solution development, pricing & negotiation efforts that best address customer needs, coordinating the involvement of all key internal stakeholders.

• Provide customers with proactive proposals to solve their challenges.

• Track key account metrics and alert internal stakeholders of any performance or cost to serve requirements, ensuring action plans are initiated and acted on to resolution.

• Maintain an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing the probability to win

• Assist with high severity requests or issue escalations as needed

• Co-ordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations

• Plan, schedule and facilitate Quarterly Business Reviews with assigned accounts and maintain an up-to-date pipeline of current and future opportunities

• Mentor and support team members through development plans and coaching to ensure best practice and standard approach to account management globally is followed.

• Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviours 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

Experience, Qualifications and Skills:

• Degree or equivalent in business administration or transport/logistics
• Proven track record of having consistently achieved on a sales quota at a relevant scale
• Minimum >10 years’ experience within the transport, logistics or freight forwarding industry (or similar service industry) with focus on the assigned Industry Vertical
• Significant sales experience
• Leading and managing a global team
• Experience and affinity with the Automotive Industry Vertical
• Exposure to and working knowledge of all facets of contractual requirements