Position Description Summary: Responsible for managing complex account relationships for the organization’s multinational or large regional customers. Ensure excellent customer service, operational efficiencies and communications are maintained to achieve revenue and profit goals. Principal Accountabilities (The following is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all expectations.): • Manage overall account relationships for multinational customers to ensure excellent customer service during implementation, the transition to operations and ongoing maintenance of the account. • Partner with other sales professionals regionally to orchestrate an account sales strategy • Primary point of liaison with customer on all business related matters pertaining to overall business process & implementation, including new potential business, commercial issues, scope of agreement, business improvements, & ongoing performance • Maintain overview of the account status at all times and report as required using agreed tools. • Strategically partner with other departments (e.g. Product Development teams and Corporate/Regional Staff and Operations teams) to ensure continual, consistent service and growth • Internal communication to key management to ensure clarity and alignment of all resources and infrastructure to support sales and profit goals and customer operating requirements • Participate in regional strategic review of the business structure (resourcing, sales support, internal business processes, customer relationship management) with regional and country operations and staff leaders • Participate in Quarterly Business Reviews with the customer and regional operations and staff leaders • Establish business Key Performance Indicators and benchmarks. Use these indicators to drive internal process improvements • Achieve annual sales and profit goals for multinational or large regional customers • Responsible for customer profitability in conjunction with regional and country operations and staff leaders for transportation and supply chain services. • Identification of Regional Account targets and execute business development of targeted accounts. • Respond to complex and sensitive logistical issues and questions; create innovative and profitable solutions in tandem with specialized partners within the organization, i.e. Customs Brokerage, Ocean, Logistics, IT. • Close new Regional Accounts and increase Regional Account Revenues, year over year. • Other duties and projects as assigned The individual in this position must be capable of performing all of the essential functions with or without a reasonable accommodation. Working Environment: Assignment Complexity - Work on complex problems where analysis of situations or data requires an in-depth evaluation of various factors requiring a team approach with specialization teams. Exercise judgment within broadly defined practices and policies in selecting methods, techniques, and evaluation criteria for obtaining results. Ensure budgets, schedules, and performance requirements are met. Accountability - Maintains overall responsibility for achieving budgetary goals for territory. Impact of Decisions - Erroneous decisions will result in critical delay(s) in schedules and/or unit operations and may jeopardize overall business activities and revenue shortfalls. Working Relationships - Regularly interacts with Executive Management, senior management and other employees regionally, to promote customers opportunities and service enhancements. Requires the ability to influence management, and or, gain acceptance of others in sensitive customer situations. Scope - Objectives are reviewed with senior management to determine the progress with account relationships and opportunities. Involved in executing corporate policies that affect immediate operations and may also have company-wide effect. Independent Surroundings - Requires the ability to at times to work independently of others.
Essential Functions: Must be able to pass any federal/state/local government, airport, or company-required background checks, clearances, and/or drug and alcohol tests. Knowledge and Skills: (The following minimum requirements are normal guidelines and should not constrain the advancement of otherwise qualified personnel): This is a sales management position. Exceptional interpersonal, analytical, problem-solving, and communication skills required. Bachelor’s degree or equivalent required. (US specification only) Generally prefer 5-7 years of related sales or management experience. Comprehensive knowledge and understanding of regional (e.g. U.S. domestic) and multi-model cargo operations required. Must demonstrate working knowledge of accounting, logistics, pricing, and informational technology.
At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.