DSV USA

Key Account Director – Fontana – USA

Job Overview

Summary

The Key Account Director is a senior-level account management role that is primarily responsible for developing and expanding business within key accounts.  The Key Account Director has overall P&L responsibility for the account(s), collaborating closely with the Operations teams to ensure quality execution and high client service levels.  The KAD plays a critical role in enabling DSV to become a Primary Logistics Partner (PLP) within these major accounts.  The KAD has a high degree of autonomy to manage the account and is supported extensively by the organization.

Essential Duties and Responsibilities

Account Development
  • Develop a comprehensive account strategy for expanding the range and quantity of services in account
  • Expand our “wallet share”, in terms of logistics spend, within the target account(s)
  • Work closely with clients to intimately understand their needs (pains)
  • Work across DSV to create custom solutions that deliver value to clients
  • Understand the buying process and identify all influences
  • Develop a “trusted advisor” relationship with key decision makers at all levels within the account
  • Understand client’s business (strategically, operationally, financially)
  • Qualify and quantify potential growth opportunities
  • Leverage company resources to assist in developing account
  • Maximize cross-selling by providing strategic input to assist related accounts
  • Communicate account development plans and status to CL operations and sales management
  • Provide timely and accurate revenue and profitability forecasts
  • Participate in the development of overall business planning
  • Participate in the organization of client forums and related events
  • Follow DSV’s solution selling process
Account Management
  • Own all aspects of account relationship, essentially acting as the primary point of contact for client
  • Proactively manage account by constantly assessing changes to the business and impact to DSV
  • Identity all potential risks and develop mitigation plan
  • Escalate any unresolved issues or risks before they materially impact DSV
  • Works to enhance the Sales / Operations relationship by building a productive and strategic business partnership that positively impacts the organization and demonstrates our “Client as One” values.
  • Effectively manage any issues that do arise
  • Develop relevant internal and external metrics to measure performance
  • Develop processes that enhance the account management process
  • Takes a strategic view of account management and provide leadership and guidance toward continuously improving DSV’s approach to strategic relationships
  • Ensures all relationship management processes are followed.
People Management
  • Able to effectively manage people and resources in a matrix organization.
  • Effectively lead in a global environment where client business can span multiple continents.

Knowledge Management

  • Maintain current knowledge of all aspects of the client’s business through constant updates to our client management system.
  • Keep on top of industry vertical developments.
  • Actively contribute to expanding our vertical knowledge.
  • Contribute to developing the account management program and processes.

Qualifications

General Qualities
  • Strong track record driving dramatic revenue growth.
  • Demonstrated strategic thinking skills.
  • Strong creative problem solving and analytical skills.
  • Good judgment and initiative.
  • Demonstrated leadership, people and process management skills.
  • Excellent verbal, written and visual/presentation communication skills.
  • Excellent relationship building skills, esp. at the C-suite.
  • Good listener.
  • Politically adept- able to manoeuvre in large organizations.
  • Demonstrated ability to work in a matrix environment — must work well across multiple units across the company.
  • Both a team builder and a team player.
  • Must work well under pressure as a self-starter, handling multiple tasks — ability to work across many accounts, projects, and/or issues and prioritize effectively.
  • Internally motivated, self-starter with ability to plan, organize and establish priorities to meet goals and achieve results.
  • High Integrity
Computer Skills
  • Should possess strong proficiency with standard PC applications (Word, Excel, PowerPoint, Outlook, and Internet) as well as using Salesforce Automation and Knowledge Management tools.
  • Some knowledge of / exposure to industry specific WMS/TMS preferred.

Education / Experience

  • Must possess a bachelor’s degree from a 4-year university program; Advanced degree preferred, but not required.
  • Prefer at least 10 years experience in successfully selling to global Fortune 1000 accounts.
  • Should have experience managing a P&L, preferably $8M+.
  • Should be both sales and operationally inclined – can sell as well as deliver.
  • Should have significant Logistics industry knowledge and /or experience.
  • Should be familiar with solution selling concepts and methodologies.
Language Skills
  • English (reading, writing, verbal)
Mathematical Skills
  • Intermediate Accounting skills required for P&L responsibilities and metrics analysis

More Information

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