Global Director - Key Account Management - Consumer bei The Peninsular and Oriental Steam Navigation Company
The Peninsular and Oriental Steam Navigation Company · Charlotte, Vereinigte Staaten Von Amerika · Remote
- Senior
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 that each is developed and evaluated against goals and objectives which are aligned, specific, measurable, attainable yet challenging, realistic and time-bound.
Always Act as ambassador for DP World; promoting and demonstrating positive behaviors in harmony with DP World’s Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies
Perform other related duties as assigned
Experience, Skills and Qualification:
- Degree or equivalent in Business Administration, Transport/Logistics, or related field
- Proven track record of consistently achieving sales quotas at relevant scale
- Minimum 10 years' experience within transport, logistics, or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods Sector
- Extensive sales experience with demonstrable results
- Experience leading and managing global teams
- Deep experience and affinity with the following FMCG Sectors: Beverages, Non-Perishable Foods, Personal Care.
- Customer-centric mindset, collaborative working style, innovative, dynamic and insightful
- Comprehensive understanding of contractual requirements across all facets
#LI-DS2
About Company
We deliver these services through an interconnected global network of 127 business units in 51 countries across six continents, with a significant presence both in high-growth and mature markets. Wherever we operate, we integrate sustainability and responsible corporate citizenship into our activities, striving for a positive contribution to the economies and communities where we live and work.
Our dedicated, diverse and professional team of more than 56,000 employees from 54 countries are committed to delivering unrivalled value to our customers and partners. We do this by focusing on mutually beneficial relationships – with governments, shippers, traders, and other stakeholders along the global supply chain – relationships built on a foundation of mutual trust and enduring partnership.
We think ahead, anticipate change and deploy industry-leading technology to create the smartest, most efficient and innovative trade solutions, while ensuring a positive and sustainable impact on economies, societies and our planet.
Company
Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally.
With a dedicated, diverse and professional team of more than 115,000 employees from 160 nationalities, spanning 78 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that’s fit for the future.
We’re rapidly transforming and integrating our businesses -- Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.
What's more, we're reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we’re at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimizing disruptions from the factory floor to the customer’s door.
DP World is on a mission to transcend boundaries and bridge the gap between all nations and cultures – not just in what we do but also in how we behave.
We are dedicated to creating a culture where everyone feels respected, supported, and empowered to reach their full potential. We believe that embracing inclusion and diversity, drives innovation and growth and helps us connect people, businesses, and societies. Free minds and different perspectives are changing our world, and together we can change what’s possible.
WE MAKE TRADE FLOW
TO CHANGE WHAT'S POSSIBLE FOR EVERYONE.
