Regional Senior Account Manager

4 weeks ago

UK, UK, United Kingdom DP World Full time

DP World are currently seeking skilled Regional Senior Account Manager - Air and Ocean Europe as we continue to grow our Freight Forwarding operations across Europe. These roles focus on developing the business of Air & Ocean, rail and road transportation within an assigned industry vertical. This includes the development of new customers and geographies and sales activities to support the growth across existing customers (in collaboration with the Account Director Commercial Freight). This role will be remote working and can be based anywhere across the UK/Ireland or Sweden.


About the role:

  • Responsible for meeting and exceeding all budgeted sales goals without exceeding the approved selling expense budget. Another key task is to commercially manage the existing book of business with regional accounts and ensure all renewals are successful.
  • Work with a limited number of target customers and try to convert them into customers, of which you will become the Account Manager after you onboarded them successfully.
  • Work with Global and Regional Account Managers on a Director and peer level.
  • Develop and execute Account Plans for your customers for new opportunities and expanding business (share of wallet).
  • Generate effective leads and opportunities, ideally based on your existing network and book of business.
  • Meet and exceed financial growth targets and expand DP World’s geographic and solutions offering footprint with these accounts across DP World’s service portfolio.
  • Identify and develop relationships with key decision makers at all levels within a customer.
  • Maintain understanding of customers’ expectations relative to operational solutions, costs, and results and ideally are aware of some of their challenges before they are.
  • Understand the customer's business (strategically, operationally, financially) and their buying process and identify all influences, intimately understanding their requirements.
  • Posses a really good understanding of all related transport regulations, challenges, and opportunities. You have an in-depth understanding of the market.
  • Maintain 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.
  • Coordinate 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.
  • Follow the internal commercial process, procedures, and thresholds.
  • Foster a close cooperation between Account Management, Operations, Tender Management, Operational Excellence and all other functions (IT, HR, Finance, etc.).
  • Partner with colleagues in other regions on broader opportunities for selected global customers.
  • Act as an ambassador for DP World at all times when working; 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.


Your Key Skills:

  • Suitably experienced within Senior Account Management with dedicated expertise within Freight Forwarding (Air or Ocean)
  • Degree or equivalent experience within business administration or transport/logistics.
  • Proven track record of having consistently achieved on a sales quota at a relevant scale.
  • Minimum +7 years-experience within the transport, logistics or freight forwarding industry (or similar service industry) with focus on international Freight Market.
  • Value-selling experience.
  • Managing a team of subject matter experts.
  • Experience in freight sales and existing book of business


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.

By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.

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