Regional Key Account Manager, GSA

Purpose of the Role/Job

The Regional Account Manager (RKAM) supports the GAD to drive the Share of Wallet on the account(s). The role executes the Account Plan at regional level, driving the customer interaction on a day-to-day basis within the region.

The RKAM is responsible for the daily management of one or more of DSV’s Platinum and/or Gold accounts across all DSV divisions within the assigned region in order to grow, develop and retain the business, supported by the GAD and Account Executive for senior customer dialogue and escalations.

The RKAM will leverage industry expertise and other relevant in-house capabilities to ultimately ensure customer satisfaction.

Key Tasks and Responsibilities

Financial

Gross Profit responsibility for a Platinum and/or Gold account in the region.

Maintain and develop existing account(s) within the region.

Strategic

Develop and execute the regional strategy supporting the Global Account Plan, while establishing a strong collaboration with the GAD and Account Executive.

Leverage vertical knowledge, insights and skills to support the account in the region.

Customer Relationship Building

Develop strategic relationships with internal, external and customer stakeholders across levels of seniority.

Act as the commercial single point of contact for the account on a day-to-day basis in the region.

Actively search for and identify opportunities in the region and engage colleagues and divisions/operations to further grow the account.

Act as the central escalation point for commercial, operational and contractual issues, including Days Sales Outstanding (DSO) and Accounts Receivable (AR), within the region.

Operational

Identify and support the resolution of operational challenges within the region in collaboration with the divisions, owned by the OKAM but supported by the RKAM.

Define and agree on goals and KPIs for the logistics activities in line with customer needs.

Motivate and drive strategic improvement projects within the region to foster an integrated supply chain.

DSV Collaboration

Support the GAD and coordinate with executive and operational teams across divisions and locations.

Drive pipeline management, including the collection and maintenance of opportunities and awards in the CRM.

Involvement

Host ongoing status meetings with the customer.

Drive ongoing and frequent dialogue with relevant customer stakeholders.

Host regular internal customer meetings covering status, observations and improvements.

Drive tender and renewal processes.

Participate in quarterly meetings with the GAD and Account Executive.