Job description


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Ref: req51058

We are currently
seeking a Key Account Manager to
join DHL eCommerce Vietnam!


The Key Account Manager will be responsible
for leading the geographic profitability development of designated Key Accounts
& Partners (3PVs, Market Places) through positioning DHL as a strategic
business partner, and delivering agreed programs & revenue targets, through
a team drawn from across the DHL network.


Essential Duties and

Customers (external)

Identify, establish and manage multi-tier
relationships across customer and DHL organizations to ensure a long-term
business partnership and achievement of corporate goalsBuild and maintain executive relationships
within the designated Key Accounts (Local as well as Multi-National) customer
accounts and PartnersProvide customer oriented service at all
times relating to specific sales and customer expectation issues

Reporting to the Commercial

Provide customer account revenue and activity
reporting, as required by the Management teamParticipate in and contribute to the
development of strategies and approaches to maintain, protect, improve and grow
account sales & portfolio

Keep current and provide account strategy in
line with country level business plans, ensuring profitable revenue growth

Provide country inputs to the development of
account strategiesImplement agreed account sales and customer
acquisition strategies set by the regional account team, ensuring targeted
revenue and profitability levels are in line with agreed business plansDrive sales improvement through regionally
harmonized processesContribute to the regional bidding or RFQ
process when requested


Develop a working relationship with the
relevant support sections e.g. GKAM Support Group, Operations to ensure they
are kept up to date with all issues relating to the GKAM Customer accountsRepresent the customer in the
solution/service development process, ensuring clear communication of customer
expectations and requirementsWork together to strategically improve the
overall competitive advantage of the customer, and maximize the customer’s life
time value to DHL

Sales/Customer Account
Development – Planning and Follow Up

Formulate a personal sales plan that incorporates
initiatives for identifying and gaining new business prospects and maximizes
growth within the existing account base so that the required account sales
results are achievedDevelop and implement a strategy to promote
DHL programs and solutions to the assigned list of customer accountsImplement global and regional account
acquisition / development approaches and platformsDisplay strong skills in global customer
analysis to ensure that all customer requirements are being fulfilledManage and co-ordinate the agreed account
initiatives, activities and programs to retain and grow ongoing revenue and
profit contributionsDevelop plans to deny competitor penetration
into the accountsCo-ordinate the development and delivery of
services and solutions that provide consistency and reusability to enable
customers to achieve their corporate objectives and gain competitive advantage
through DHL


Establish and implement a pricing review
timetable that ensures improving margins from designated accountsAdhere to regional standards on profit
margins and discount guidelines

Ensure all customer
agreements are cost sensitive to ensure a suggested minimum pricing tariff is
set and adhered too.  Any deviations from
this tariff requires management agreement and justification


Division V1, Post - eCommerce - Parcel
Business Unit
Location Vietnam - Việt Nam
Job Type Sales & Business Development
Career Level Team Leaders & Managers
Responsible for
Reports to
Target Hire Date 1/30/2018
Employment Type Permanent Full-Time
Working Hours
Shift Requirement
Relocation Offered
Travel Required
Travel Extent
Work Permit Required No

About the company

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 285,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world's leading postal and logistics Group, Deutsche Post DHL and encompasses three divisions: DHL Express, DHL Global Forwarding, Freight and DHL Supply Chain.

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