Global Director - Key Account Management - Consumer

Job Purpose:

The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.

The Global Key Account Manager (GKAM) operates within a dynamic, fast-moving consumer goods logistics environment where digital transformation, sustainability initiatives, and emerging technologies are reshaping industry practices. The GKAM will serve as the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.

The GKAM is responsible for nurturing and growing strategic relationships with our key clients globally, driving account plan execution, building trusted C-suite relationships, proactively identifying and qualifying opportunities, coordinating required expertise to scope and secure business, facilitating Quarterly Business Reviews (QBRs), and providing comprehensive visibility and regular updates to all stakeholders.

Key Accountabilities:

Strategic Client Management

• Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)

• Build and maintain robust relationships with C-suite and senior client executives. Understand their strategic ambitions, business needs, and challenges

• Provide proactive solutions to address the customer’s challenges whilst serving as the primary point of contact and internal advocate

Solution Portfolio Management

Ensure (potential) customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics 

Business Development and Growth

Plan, schedule, and facilitate Quarterly Business Reviews and Customer Satisfaction Interviews with assigned accounts whilst maintaining current and future opportunities pipeline

• Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives

Commercial Excellence

• Understand customer buying processes and identify all influencers, intimately understanding their requirements

• Lead the Bid Process, ensuring solution development, pricing, and negotiation efforts optimally address customer needs whilst coordinating involvement of all key internal stakeholders

Account Planning and Performance Management

• Own development and continuous updating of customer global account plans, ensuring fitness for purpose as account management tools

• Maintain plan integrity against customer needs for strategic planning via executive reviews

• Track key account metrics, alert internal stakeholders of performance or cost-to-serve requirements, ensuring action plans are initiated and executed to resolution

• Maintain current pipeline with quantified opportunities, values, and win probabilities. Track growth, conversion, renewals, leakages, losses, margin

Issue Resolution and Coordination

• Handle high-severity requests and issue escalations as required

• Coordinate company personnel involvement, including support, service, and management resources, to meet account performance objectives and customer expectations requirements

Team Development and Best Practice

• Mentor, coach and support team members to ensure best practice and standardized global account management approaches

Other

• Responsible for the leadership of an engaged, geographically dispersed team, promoting collaboration and ensuring t