Key Account Lead

2 weeks ago

Kempton Park, South Africa DHL Full time

**BE PART OF THE WORLD’S LARGEST LOGISTICS COMPANY**
- Deutsche Post DHL Group is the world’s leading logistics and mail company.
- We’re one of the world’s largest employers, operating in over 220 countries and territories. We’re Europe’s largest postal service, partner for eCommerce and pioneers in secure digital communication. We’re number one in contract logistics and international express delivery, and a leader in the forwarding business.
- Join us and you’ll be working for a global company that’s focused on service, quality and sustainability, and using the power of global trade to connect people and improve lives.
- And not just for our Customers, but for every member of our Group too.
- At DHL Supply Chain South Africa we’re looking for

**Vacancy**

Key Account Lead (Plumbago Multiuser)

**Job Purpose**
- Support of DSCs growth agenda by building and maintaining profitable key accounts - through managing the account P&L;
- Build high quality and trusted business relationships within the customer's leadership team;
- Identification, assessment, pursuit and closure of additional share of wallet within the assigned accounts in addition to effective management of a proactive pipeline;
- Pro-actively manage the renewal agenda and ensure that customer satisfaction is sustained

**Key areas of responsibility include**:

- **P&L**
- Own the financial performance of the account - as per the operational, financial and investment plans;
- Achieve annual EBIT targets on the key account;
- Manage the P&L of the key account to deliver on the agreed GP target;
- Be the face of the operational delivery to the customer
- **Customer Relationship Management**
- Develop and leverage constructive C-Suite relationships within assigned accounts (that are business and issue-based, as opposed to transactional);
- Act as key contact for customer on a local level;
- Maintain access to key decision makers and establish coach network
- **Share of Wallet**
- Ensure a year on year increase in DSC's percentage share of the customer's logistics spend;
- Sponsor the building and maintenance of a quality account pipeline - focusing on proactive and single-sourced opportunities;
- Continuously review business potential and identify potential business opportunities;
- Work with BD to develop and meet plans to rpsell within account, e.g. VAS;
- Conduct annual, formal planning meetings with the customers;
- Present solution proposal and business fit to decision makers, engage in negotiations and close the deal;
- Collaborate with internal functions that support the sales process (BD, Solution Design, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
- **Stakeholder management**
- Ensure quality of delivered services and proactively address customer issues;
- Facilitate knowledge/ best-practice sharing between DSC community in South Africa
- **Strategising**
- Develop local strategy and plan for assigned accounts
- **Managing P&L**
- Develop targets and annual budgets for the key account - in consultation with the regional and solution leaders;
- Report on a monthly, quarterly and annual basis on the account financial performance;
- Spend a high proportion of time on site working with the customer and the DSC operational team;
- Work effectively in a matrix structure with the operations leaders to deliver the day to day solutions and meet the annual and long term growth aspirations on the account;
- Co-develop account investment and commercial plans for Transport and Warehousing with leaders.
- **Growing share of wallet**
- Pro-actively identify opportunities within assigned accounts;
- Work with BD to develop proactive solutions and answer incoming RFQs for accounts;
- Lead account planning meetings to identify customer's supply chain requirements and business objectives;
- Sponsor opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities;
- Work with BD and Solutions to identify DSC's value proposition and high level solution parameters based on customer requirements;
- Sponsor the win-plan that is created by BD - when required;
- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal;
- Sponsor BD in collecting customer feedback after opportunity and sponsor internal Post-Opportunity Review
- **Maintaining**
- Built and maintain strong relationships with key decision makers and establish customer network on a working level (coach network);
- Organize and hold quarterly business review meetings (QBRs) with the customer;
- Prepare and conduct customer satisfaction and value assessment research meetings;
- Monitor KPIs, ensure quality standards and performance targets are being met;
- Act as key contact for customer, channel communication to internal functions coordinate actions in case o

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