Key Account Manager, Retail

DSV - Global transport and logistics
In 1976, ten independent hauliers joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world's 3rd largest supplier of global solutions within transport and logistics. Today, we add value to our customers' entire supply chain by transporting, storing, packaging, re-packaging, processing and clearing all types of goods. We work every day from our many offices in more than 80 countries to ensure a steady supply of goods to production lines, outlets, stores and consumers all over the world. Our reach is global yet our presence is local and close to our customers.  Read more at www.dsv.com 

 

Location: Iselin, NJ

Division: Road US  
Job Posting Title: Key Account Manager, Retail
Time Type: Full Time

 

 

Summary

The Key Account Manager is a Business Development and Account Management role that is responsible for managing, developing, and expanding business with DSV Road’s premier accounts. As such, the role requires high initiative and self-motivation whilst thriving on challenges. Defining a long-term growth plan and retention strategy being able to transfer value of the various DSV Road service offerings towards the customers supply chain. Critically, the Key Account manager must be able to establish and maintain productive strategic relationships and be comfortable working at various levels with both internal and external stakeholders.

 

Duties and Responsibilities

• Manages Premier Account(s) on behalf of all DSV Road and the various service lines.
• Align strategic account development with relevant stakeholders
• Maintains a high level of communications and transparency on customer activities throughout the DSV organization while ensuring all stakeholders are informed according to current activity level, opportunities, and strategic development for future engagement
• Acting as ultimate escalation for customer within potential agreement-impacted incidents
• Develops a customer strategy plan to retain and grow customer revenues and relationships
• Actively drives innovations and continuous improvement process with the customer
• Stays informed on market trends with their assigned accounts and within the logistics arena
• Actively searches and identifies opportunities within customer account and engages colleagues and line businesses to further grow the account
• Define and agree to KPI’s for the logistics activities in accordance with the client’s requirements
• Demonstrates the necessary skills to negotiate for effective outcomes
• Demonstrates use of Best Practice to the broader team, contributing to DSV professionalism

 

 Customer Engagement

• Personal and frequent engagement with all Country / Regional key account decision makers
• Conduct and participate in quarterly business reviews with customer(s) to review metrics, discuss business opportunities and operational challenges which also requires the ability to travel.
• Drives direct customer contact while demonstrating both the business development skills and ‘technical’ knowledge to make presentations, and lead/initiate customer discussions
• Develop end-to-end solutions across all DSV Divisions according to the strategic priorities
• Understands customer value proposition, transfers this into DSV service catalogue
• Communicate account growth plan across the DSV Road service lines and drive execution personally or through the involved teams where applicable
• Propose account goals and budget for Key Account for the purpose of annual target setting

 

Review

• Create and manages account pipeline (including RFQ’s), activities and performance using global standard reports and define corrective actions
• Ensuring Monthly, Quarterly and Yearly Business Review (Strategic Business Review) meetings take place, are well-prepared and all relevant stakeholders involved in a timely way
• Able to escalate any concerns and/or complaints of the Key Account to the appropriate parties

 

Processes, Risk & Compliance

• Driving contract negotiations to achieve best terms and conditions in accordance with company policy
• Ensure DSV Road customer reporting standards are implemented and adhered to for all reports
• Maintain and update all relevant data in MS Teams / MS Dynamics (Visit Reports, Meetings, Tender, Trending Numbers)

 

Quality, Health, Safety & Environment / GDP Responsible

• It is the responsibility of all staff to ensure that their day-to-day activities embrace Sustainability, Health and Safety - therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workp