Key Account Manager

About Us DHL サプライチェーンのサービスロジスティクスについて コンピューター、医療系機器、産業製品、半導体製造装置、自動車など多岐業種に渡るお客様企業の”保守部品”のサプライチェーン営業を担当いただきます。

主に新規及び既存顧客の営業開発に取り組む業務です。

当社の保守部品サプライチェーンにおけるサービス及びクオリティは、日本のみならず世界中のお客様から高い評価を得ています。

私たちは積極的な投資と提案活動を行い、お客様ごとのニーズに応じた最適なソリューションラインアップを有することで、同業他社との差別化を図っています。

それがDHLの強みであり、DHLが世界No.1の物流グループ企業であり続ける理由です。

サプライチェーン業界は社会において必要不可欠な存在であり、今後も市場において大きな成長が見込まれています。 DHLの企業理念にある「株主のために・お客様のために・従業員のために」この３つのボトムラインを一緒に体感していただき、DHLで営業プロフェッショナルとしての提案型営業の役割を担うことで、あなたのキャリアがさらに充実したものとなるはずです！

Responsibilities Business development to service parts logistics for new/existing customers;

• Opportunity lead and initiative
• Identify and explore new opportunities from new/existing customers
• Strategic planning and development for business & profit growth
• Request For Quotation (RFQ) owner - Participate in customer presentations and proposals, ensuring there is a common understanding of service expectations and solutions, both with the customer and DHL.

Account Management

• Lead and ensure to renewal contract with existing customers
• Develop mid-/long-term strategy with both clients’ as well as Company’s strategy
• Foster a better relationship with customer on multiple layers across organization
• Lead and initiate to delighted customer

External relationship;

• Coordinate and collaborate with other DHL Group Businesses (DHL Express/DHL Global Forwarding) for projects and initiatives
• Develop/establish strategic alliance with partner suppliers

I nternal relationship;

• Lead/Support RFQ & Bid by a joint effort with operations team and/or other relevant functions as

necessary

• Lead/Support internal approval process
• Negotiate and coordinate (incl. escalation) with internal stakeholders
• Take the lead in establishing protocols and ‘rules of engagements’ between departments
• Closely communicate with relevant operations team to identify areas of accountability on the go
• Coordinate with Regional/Global
• Cross organizational/departmental

Requirements The position requires sound presentation skills as the role involves making presentations to customers and handling the detailed questions that follow. The demonstration of a strong customer-focused approach is essential.

Also the position requires to deal with the regional (APAC) or global customers in-cooperating with other country’s sales manager.

Key Capabilities; ・Total SCM knowledge; especially contract logistics.

・Strong sales methodology; strategic development planning, consultative sales, and SWOT analysis

Social Skills; ・Business acumen

・Logical thinking

・Problem solving

・Decision making

・Presentation skill

・Financial literacy

・Japanese/English communication skill (read/write and business discussion/presentation)

Personal Hearts; ・Leveraging strong interpersonal and teamwork

・Maximize customer engagement

・Initiate positive and CAN-DO spirit

・Providing direction toward common goals

・Motivate respect & results

・Inspire open-minded and diversity

Competencies; ・Customer oriented

・Result driven

・Derailing with ambiguity

・Learning on the fly

・Experience in SCM/Logistics fields

・Experience in account management, and/or business development

・Experience in project management

・Education preferably with a degree in business and operations management (preferable).