Job Description

Job Purpose:

The Global Director, 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

We are a leading provider of smart logistics solutions, we help trade flow across the globe. We think ahead, anticipate change and deploy industry-leading technology to create innovative trade solutions while ensuring a positive impact on economies, societies and our planet. Our dedicated, diverse and professional teams are committed to bringing every customer and partner unrivalled value. We do this by building and growing long lasting relationships – with governments, shippers, traders, and other stakeholders.