Key Account Manager, Automotive, Road Us

DSV - Global transport and logistics
In 1976, ten independent hauliers joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world's 3rd largest supplier of global solutions within transport and logistics. Today, we add value to our customers' entire supply chain by transporting, storing, packaging, re-packaging, processing and clearing all types of goods. We work every day from our many offices in more than 80 countries to ensure a steady supply of goods to production lines, outlets, stores and consumers all over the world. Our reach is global yet our presence is local and close to our customers. Read more at www.dsv.com
Location: USA - Romulus, Hildebrandt Rd
Division: Road
Job Posting Title: Key Account Manager, Automotive, Road US
Time Type: Full Time
Summary
The Key Account Manager - Automotive is a Business Development and Account Management role that is responsible for managing, developing, and expanding business with DSV Road's premier accounts inside the Automotive Vertical. As such, the role requires high initiative and self-motivation whilst thriving on challenges. Defining a long-term growth plan and retention strategy being able to transfer value of the various DSV Road service offerings towards the customers supply chain. Critically, the Key Account manager must be able to establish and maintain productive strategic relationships and be comfortable working at various levels with both internal and external stakeholders.
Duties and Responsibilities

• Manages Premier Account(s) on behalf of all DSV Road and the various service lines.
• Align strategic account development with relevant stakeholders
• Maintains a high level of communications and transparency on customer activities throughout the DSV organization while ensuring all stakeholders are informed according to current activity level, opportunities, and strategic development for future engagement
• Acting as ultimate escalation for customer, but dealing with potential agreement-impacted incidents rather than daily operational deviations
• Develops and drives a customer strategy plan to retain and grow customer revenues and relationships
• Actively drives innovations and continuous improvement process with the customer
• Stays informed on market trends and developments with their assigned accounts and within the logistics arena
• Use knowledge and specialists to create value added solutions for customers
• Actively searches and identifies opportunities within customer account and engages colleagues and line businesses to further grow the account
• Define and agree goals and KPI's for the logistics activities in accordance with the client's requirements
• Demonstrates the necessary skills to negotiate for effective outcomes
• Contributes to the further professionalization of the DSV Road - North America team and demonstrates use of Best Practice to the broader team

Customer Engagement

• Personal and frequent engagement with all Country / Regional Key Account decision makers
• Conduct and participate in quarterly business reviews with customer(s) to review metrics, discuss business opportunities and operational challenges which also requires the ability to travel.
• Drives direct customer contact while demonstrating both the business development skills and 'technical' knowledge to make presentations, and lead/initiate customer discussions
• Drive growth and relationship of the Global Account by ensuring appropriate collaboration and partnering internally and externally
• Strengthen the customer relationship by driving appropriate DSV and customer stakeholder engagement in the Region
• Focus on developing end-to-end and value-added solutions across all DSV Divisions according to the strategic priorities
• Understands customer value proposition, transfers this into DSV world and products

Engagement Planning

• Communicate account growth plan across the DSV Road service lines and drive execution personally or through the involved teams where applicable
• Propose account goals and budget for Key Account per service line for the purpose of annual target setting
• Establish DSV Road Executive Sponsor approach towards the customer to ensure customer relation on various levels

Review

• Host account review meetings with the relevant Teams and/or IV Lead
• Create and manages account pipeline (including RFQ's), activities and performance using global standard reports and define corrective actions
• Review up-trading, down-trading, loss-making and newly gained trade lanes monthly and take corrective actions where applicable
• Ensuring Monthly, Quarterly and Yearly Business Review (Strategic Business Review) meetings take place, are well-prepared and all relevant stakeholders involved in a timely way
• Able to escalate any concerns and/or complaints of the Key Account to the appropriate parties

Processes, Risk & Compliance

• Driving contract negotiations to achieve best terms and conditions in accordance with company policy
• Ensure DSV Road customer reporting standards are implemented and adhered to for all reports
• Maintain and update all relevant data in MS Teams / MS Dynamics (Visit Reports, Meetings, Tender, Trending Numbers)

Quality, Health, Safety & Environment / GDP Responsible

• It is the responsibility of all staff to ensure that their day-to-day activities embrace Sustainability, Health and Safety - therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.
• Adheres to the country guidelines of the location where contract is signed.

Skills & Competencies

• Team player with ability to work amongst diverse, cross-functional teams and all levels of management
• Capability to work under time and quota pressures
• Presentation skillset and ability to lead virtual online meetings and customer engagements
• Analytical mindset to optimize and keep the supply chain running in a world of change
• Accustomed to working in a fast-paced, dynamic environment
• Demonstrates commitment and results-orientation, strives to maximize account performance, and achieve growth targets
• Availability to travel regionally and/or international as needed to support customer demand
• Computer skills - MS Applications, Power BI, Typing, Email

Educational background / Work experience / Qualifications

• 10+ years of Account Management / Business Development experience in the freight forwarding/logistics industry.
• Strong knowledge of all products including supply chain solutions, freight forwarding (air, ocean, road) and contract logistics.
• Previous experience in a managerial position
• Good knowledge of Customer Relationship Management (MS Dynamics) tools

Language Skills

• Business fluent in English
• Preferably good command of local language

Computer Literacy

• Highly proficient in Microsoft Office Software (Excel, Word, PowerPoint, and others)
• Good knowledge of Customer Relationship Management (MS Dynamics) Tools

Physical and/or Mental Requirements / Working Conditions
While performing the duties of this job, the employee is frequently required to stand. The employee is often required to walk and use hand and eye coordination. Specific vision abilities required by this job include close vision, depth perception, and the ability to adjust focus.
Work Hours and Environment
Normal working hours for this position are Monday - Friday from 8:30 AM to 5:30 PM, however, working beyond these hours will often be required by business needs.
At Will Employment
DSV Road Inc. employees are hired for an undefined period of time as "at will" employees. This means that an employee may be terminated for any reason, or no reason at all, at any time, provided the discharge does not violate any law*. Additionally, each employee has the right to terminate his/her employment at any time. *Except if employed in Montana, where termination requires just cause.
Salary Positions
For this position, the expected base pay is: $64,500 - $97,000/ Annual. Actual base compensation will be determined based on various factors including job-related knowledge, skills, experience, and other objective business considerations.
DSV does not accept unsolicited agency resumes. Please do not forward unsolicited resumes to our website, employees, or Human Resources. DSV will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of DSV and will be processed accordingly without fees.
DSV is an equal employment opportunity employer. Candidates are considered for employment without regard to race, creed, color, national origin, age, sex, religion, ancestry, disability, veteran status, marital status, gender identity, sexual orientation, national origin, or any other characteristic protected by applicable federal, state or local law. If you require special assistance or accommodation while seeking employment with DSV, please contact Human Resources at hr@us.dsv.com. If you are interested in learning the status of your application, please note you will be contacted directly by the appropriate human resources contact person if you are selected for further consideration. DSV reserves the right to defer or close a vacancy at any time.
DSV - Global transport and logistics
DSV is a dynamic workplace that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals. When you join DSV, you are working for one of the very best performing companies in the transport and logistics industry. You'll join a talented team of more than 75,000 employees in over 80 countries, working passionately to deliver great customer experiences and high-quality services. DSV aspires to lead the way towards a more sustainable future for our industry and are committed to trading on nature's terms.
We promote collaboration and transparency and strive to attract, motivate and retain talented people in a culture of respect. If you are driven, talented and wish to be part of a progressive and versatile organisation, we'll support you and your need to achieve your potential and forward your career.
Visit dsv.com and follow us on LinkedIn, Facebook and Twitter.
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Key Account Manager, Automotive, Road US
Romulus