Key Account Full-Time

Job Purpose

Develop and administer account management plans and processes to expand and maintain customer base, enhance customer satisfaction and achieve sales objectives for key accounts in line with business and sales objectives, Group guidelines and policies.

Typical Business Titles

Account Management Representative, Key Account Management Representative.

Key Tasks

• Ensure that sales goals for major/strategic key accounts are met.
• Plan and control acquisition, proposal preparation, customer support, and customer consulting.
• Coordinate internal and external resources to meet customer needs.
• Define and/or further develop proposal processes and customer‑specific services.
• Handle pricing and discounting for assigned accounts and negotiate contracts to achieve the best possible conditions for DHL
• Take responsibility for sales planning and perform sales activities (revenue planning, visits, events).
• Identify market and growth potential, monitor competitors, and understand their service offering and pricing strategy.
• Advise top management on strategic customers and potential new business.
• Independently manage complex or strategically important projects/acquisitions.
• Identify and implement process improvements in Key Account Management.
• Identify unclear problems and adjust working methods as needed.
• Influence and negotiate with external parties to gain acceptance of complete proposals and programs.

Stakeholders

• Connect with and influence specialist departments and external service providers.
• Convince others to adopt new concepts, practices, and approaches.
• Build strong cross‑functional relationships with DHL managers.
• Understand the interests of customers and stakeholders and provide guidance.
• Provide technical support to line managers and employees.

Management Responsibility

• Individual contributor who may manage up to two employees.
• May direct work of lower‑level professionals or manage processes and programs.
• Coach and review work of junior professionals.

Requirements

Education Level

• Bachelor’s Degree or equivalent experience/qualification.

Experience Level

• More than 4 years.