Director, Key Account Management - Automotive

We are the leading provider of worldwide smart end-to-end supply chain & logistics, enabling the flow of trade across the globe. Our comprehensive range of products and services covers every link of the integrated supply chain – from maritime and inland terminals to marine services and industrial parks as well as technology-driven customer solutions.

The Regional Director, Key Account Management – Automotive will be responsible for nurturing and growing relationships with our key clients across the globe. This role is pivotal to our organization's growth strategy, focusing on client retention, expansion, and delivering top-notch logistics solutions. The role supports all business verticals —Contract Logistics, Freight Forwarding, and Ports and Terminals.

Location: Remote

KEY ACCOUNTABILITIES

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

• Identifies and develops relationships with key decision makers at all levels within an account

• Account Growth and Expansion: Identify account growth and expansion opportunities, collaborating with internal teams in other regions to develop solutions

• Responsible for customer in all regions, as well as leading the commercial coordination across DPW regions

• Ensure that clients know all the services and capabilities our company can offer 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 regional 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

• Qualifies and quantifies potential growth opportunities

• 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 regional customer business, identifying and growing opportunities to the assigned targets for profitable sales volume and strategic objectives of the account

• Provide customers with proactive proposals to solve their challenges

• Following the FF Tender Management and CL Bid Process, responsible for ensuring solution development, pricing, and negotiation efforts that best address customer needs, coordinating the involvement of all key internal stakeholders

• 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

QUALIFICATIONS, SKILLS & EXPERIENCE

• 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

• Experience and affinity with the Automotive Industry Vertical

• Exposure to and working knowledge of all facets of contractual requirements

• Strong communication skills - You are an exceptional listener.  You communicate clearly.  You write exceptionally well and you speak eloquently. You can explain just about anything to anyone.  You’re comfortable on the p