DP World is seeking a new colleague based in the Natherlands to join our Commercial Freight team in Europe as Senior Account Manager.
This role is central to our growth strategy for the business of Air & Ocean transportation. You will support the development of new customers and drive the growth of the existing book of business with regional accounts, ensuring that all renewals are successful. You will be responsible for meeting and exceeding all budgeted sales goals without exceeding the approved selling expense budget, leveraging your relationship with leaders of all relevant support functions to ensure all commercial activities are supported (Operations, Finance, IT, HR, Legal, etc.). You will provide hands-on processes and direction to the commercial organization, leading by example.
Your Responsibilities:
- Working with a limited number of target customers and converting them into customers, of which you will become the Account Manager after successful onboarding.
- Working with Global and Regional Account Managers on a Director and peer level.
- Developing and executing Account Plans for your customers for new opportunities and expanding business (share of wallet).
- Generating effective leads and opportunities, ideally based on your existing network and book of business.
- Meeting and exceeding financial growth targets and expanding DP World’s geographic and solutions offering footprint with these accounts across DP World’s service portfolio.
- Identifying and developing relationships with key decision makers at all levels within a customer.
- Maintaining understanding of customers’ expectations relative to operational solutions, costs, and results and ideally being aware of some of their challenges before they are.
- Understanding the customer's business (strategically, operationally, financially), and their buying process, identifying all influences and intimately understanding their requirements.
- Maintaining an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing / increasing the probability to win.
- Coordinating RFQs for new business opportunities and renewals of existing business with assigned customers, engaging other functions as required and own the commercial relationship and contract negotiations with the customer.
- Following the internal commercial process, procedures, and thresholds.
- Fostering a close cooperation between Account Management, Operations, Tender Management, Operational Excellence and all other functions (IT, HR, Finance, etc.).
- Partnering with colleagues in other regions on broader opportunities for selected global customers.
Your Profile:
- Bachelor’s Degree or equivalent in Business Administration or Transportation/Logistics.
- Minimum 7 years of previous Account Management experience within the transport, logistics or freight forwarding industry (or similar service industry) with focus on international Freight Market.
- In-depth understanding of the market, related Air & Ocean transport regulations, challenges, and opportunities.
- Demonstrated history of consistently meeting or exceeding sales quotas at a significant scale and strong expertise in value-based selling.
- Results-driven, proactive, and solutions-oriented mindset with a positive, “can-do” attitude.
- Customer-centric approach, empathetic listener, adept at asking insightful questions that uncover deeper insights. Clear and precise communication style, and the ability to address individuals or groups at any level with confidence and tact.
- Fluency in English is a must, any additional languages would be an advantage.
- Flexibility to travel a minimum of 60% of the time.
Compensation
DP World offers exciting and challenging roles within a growing international organization. We strive to hire and develop the right people, locally and globally, stimulating personal growth and self-development within an informal atmosphere. We offer a market competitive compensation package.
About DP World
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 103,000 employees spanning 75 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. The DP World family comprises of syncreon, Imperial and P&O.
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, minimising disruptions from the factory floor to the customer’s door.
WE MAKE TRADE FLOW
TO CHANGE WHAT'S POSSIBLE FOR EVERYONE
DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We believe that employees are happiest when they’re empowered to be their true, authentic selves. So, please come as you are. We can’t wait to meet you.
