Overall Role Purpose:- Manages and drives the performance of the country Key Account channel- Applies local incentive schemes for the Key Account channel based on the defined Sales Index- Ensures achievement of the country Sales Index for the Key Account channel- Coordinates implementation of strategic priorities in Customer Solutions Innovation (CSI)/ Multinational Corporation (MNC)/ Strategic Customer (SC) together with regional CSI/ MNC Heads- Steers and improves the performance of the Sales channel through performance measurements- Plans and manages portfolio of accounts- Supports Key Account Specialists in important customer interactions- Acts as a coach for the Key Account TeamReports to:- Country Head of Sales (solid)- Regional Head of Business Development (dotted)Accountabilities:- Provides guidance to Key Account channel and aligns their targets based on the country’s priorities- Coordinates the implementation of strategic priorities in CSI/MNC together with the global/regional CSI/MNC- Facilitates the development of local Strategic Customers (SC) to support budget achievement- Is responsible for the CSI/ MNC/ SC budget achievement in the country- Plans and manages portfolio of accounts- Supports local Key Account Teams (e.g., through account planning, joined visits to Top customers) and acts as a coach for the Key Account Team- Supports and facilitates Sales skills/process training relevant to the Key Account channel- Supports Expert Community program- Actively participates in expert community and fosters collaboration (e.g., via Community Calls, iShare)- Organizes internal and external sector events in the Country (e.g., Sector meeting, Customer events)- Promotes industry expertise within the Country (case studies, trends, developments)Working Location: Etown2 Building, No. 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh CityJob Requirements:- Good understanding of sector issues in the forwarding industry and deep knowledge of DHL Global Forwarding's products (Air Freight/ Ocean Freight) and business models- Experience with the Key Account Sales channel- Well-developed management skills, collaborative leadership style to steer the senior Sales Team- Experienced in managing a team- Ability to identify customer needs by gathering information and building long-term relationships- Good communication and presentation skills- Conceptual thinking and analytical skills- Fluent in English verbal/written communication#LI-APAC #DHL #DGF #DHLGlobalForwarding #DHLGlobalForwardingVietnam
