Global Relationship Manager (Logistics)

CSI, MNC and National Customers
Develop key customer relations in National Customers and in collaboration with Regional CSI and MNC teams
Undertake country leadership role in top level account sales initiatives.
Conduct regular visits to review service performance with the customer.
Maintain high level executive relationships within the customer accounts.
Understand the Industry / customer supply chain thoroughly and lead the team to map and find more opportunities / provide effective solutions to customers.
Undertake responsibility for resolving customer issues, ensuring the customer account manager has a clear understanding of the customer's expectations and requirements.
Facilitate the provision of customer oriented service through the appropriate account manager & other support teams.
Country GMNC Team
Provide leadership and directions to the teams to enable achievement of agreed revenue, profitability and other performance targets.
Facilitate and encourage collaboration to meet common goals and targets.
Promote and encourage heightened awareness of competitive and general economic trends to ensure maintenance and improvement of DHL market positioning and market share.
Lead and agree on annual budgets to be achieved by Country GMNC teams.
Regional GCS &/or MNC Customer Managers, Regional Industry Group Managers and Regional MNC Team
Provide consolidated country inputs to the development of account strategies.
Participate in regional account planning process and agree on KPIs and annual budgets.
Support the implementation of agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans.
Sponsor sales improvement through regionally harmonized processes.
Contribute to the regional bidding or RFQ process when requested.
Country Senior Management Team
Participate in and contribute to the Country's Strategic Planning Process.
Achievement of AOP/ Budget for self and teams
Provide update on customer / customer at risk based on latest update or as needed
Provide regular performance updates.
Recommend resource management approaches.
Regional GCS and MNC Functions
Develop a working relationship with the relevant regional groups to ensure they are kept up to date with all issues relating to the Country GCS/MNC Customer accounts.
Represent the Country GMNC function and designated customer accounts in the solution/service development process, ensuring clear communication of customer expectations and requirements.
Leverage regionally and globally developed processes to enhance Country GMNC business performance.
Strategic Management and Leadership
Participate in and contribute to the Country's Strategic Planning Process, consolidating and taking into accounts inputs from Country, Area, Regional and Global networks.
Formulate and implement country tactics in relation to pricing, competition, account acquisition / expansion and profitability by Industry Segment.
Plan, organise, direct and lead the GMNC teams in achieving agreed revenue and profitability targets.
Facilitate, sponsor and support cross functional projects and initiatives to ensure sales plans and targets are effectively executed.
Track trends and developments in the operating environment to maintain, defend and enhance business growth and continued profitability.
Drive customer satisfaction and loyalty.
Margins/Profitability Assurance
Establish, lead and maintain pricing reviews that ensure improving margins from designated accounts.
Responsible for adhering to regional standards on profit margins and discount guidelines.
Ensure all customer agreements are cost sensitive and appropriate tariff guidelines adhered to.
Planning, Reporting and Performance Management
Review, analyse, plan, secure and deploy resources necessary to achieve targeted revenues and profitability.
Collate, plan, prepare and present annual business plan and monthly rolling forecasts/re-forecasts.
Establish and implement corrective actions/plans to rectify shortfalls/shortcomings
Prepare and present timely and accurate performance reports with necessary commentaries.
Global and Regional Account Team Support
Maintain support and co-operation with other members of the account team and throughout the sales force.
Develop a high performance service culture within the function.
Plan, organise and direct an efficient and effective function.
Monitor individual performance.
Conduct MDPR/PEAP.
Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.
Identify training needs and opportunities to develop a highly skilled functional department.
Skills Required:
Presentation and Communication (English) skills (excellent).
Facilitation and training skills (excellent).
Project management skills.
Software skills (Word, Excel, PowerPoint, etc).
Performance assessment skills.
Networking and interpersonal skills.
Profile Requirements:
(Experience/Certifications/Qualifications/Licenses)
10 years Sales management experience in a service-related industry, selling to large multinational accounts that require consultative and solution selling.
Experience in managing Sales Groups for a sizable organisation.
Degree in Business (preferably MBA).