Key Account Manager - Commercial Cluster Lead P&T
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Job Description
DP World is recruiting for a Key Account Manager - Commercial Cluster Lead P&T to join our team. The role will be based in UK, Netherlands, or Belgium. As a Key Account Manager, you will play a pivotal role in shaping DP World’s long-term commercial relationships and growth with carrier customers. You will also be responsible for delivering on the specific customer accounts' short- and long-term performance metrics.
Your Responsibilities
* Develop and manage regional relationships with key carrier customers, promoting relationship building and value creation across DP World’s regional portfolio of terminals.
* Assist in activating and enabling the executive leadership engagement plan for DP World regional stakeholders (CEO, CCO, Port Leads, Terminal GM, Terminal Commercial Teams, etc.).
* Plan and chair Quarterly Business Review (QBR) sessions at the regional level with assigned customers, driving internal focus and commitment to build customer trust, feedback, and business development.
* Identify and develop headquarters/regional relationships across various disciplines (trade, marketing, network, sales, operations, procurement, etc.).
* Develop and own the Regional Terminal Partnering agenda with each assigned Carrier account, including initiatives such as Port Hours Saved, waste identification and removal, decarbonization targets, product development aspirations, and network enablement.
* Provide strategic views of customer deals across geographies and recommendations on negotiation strategy, stakeholder management, and maximizing customer values for DP World.
* Create and maintain an overall ‘enterprise’ pricing model to quantify the monetary and strategic value of Key Client relationships, guiding pricing decisions and contract negotiations.
* Co-create and advance global/regional/local customer strategies and value propositions with input from the global and local commercial team.
* Drive global, regional, and local sales engagement plans for customers with KCM peers, regional commercial leads, and terminal commercial teams to ensure effective communication and problem-solving.
* Support regions and terminals in executing Key Client strategies, ensuring the delivery of propositions, outcomes, and experiences sold.
* Develop a deep understanding of markets, commercial trends, competition, and customer insights to translate into growth opportunities for DP World.
* Develop a personal network within the business sector, obtain market intelligence, and enhance the visibility and reputation of the organization, its products, and services.
* Actively develop the global Lean agenda through training and application, stimulating the use of Lean tools and processes to improve customer experience and satisfaction.
Your Profile
* Bachelor’s degree or equivalent experience.
* Financial or business-related qualification preferred.
* 5+ years of relevant industry work experience post-qualification.
* Proven experience in business development activities, preferably within ports and logistics industry.
* Exceptional relationship management and networking abilities, with a genuine passion for the industry.
* Strong communication skills in all forms, with experience in European culture and working environment.
* Excellent project and time management skills.
* Highly numerate with solid ability in financial analysis, forecasting, project costing, and budget monitoring.
* High competence and understanding of legal documents and financing structures.
* Well-rounded professional knowledge of ports and intermodal business, including legal, commercial, operations, civil engineering, and financial aspects of port and logistics investments.
* Proactive, energetic, driven, and determined to develop and implement ideas.
* Ability to work independently and as part of a team.
* Encourages and seeks opportunities to improve, innovate, and support change.
* Solid persuasion and commercial negotiation skills to maintain strategic relationships.
* Fluent in English; additional languages are a bonus.
About DP World
Trade is the lifeblood of the global economy, creating opportunities and improving lives worldwide. DP World aims to facilitate better trade flow, transforming what’s possible for customers and communities globally.
With over 115,000 employees from 160 nationalities across 78 countries, DP World is advancing towards a seamless, efficient supply chain. We are investing in innovation, including intelligent delivery systems and automated warehouses, to lead the sector into the future.
DP World is committed to transcending boundaries and fostering an inclusive, diverse culture that supports growth and innovation. We believe that embracing different perspectives drives progress and change.
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Sales and Business Development
Industries
* Transportation, Logistics, Supply Chain, and Storage
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