DP World
Global Director- Key Account Management - Consumer
DP World, Indiana, Pennsylvania, us, 15705
Job Description
The Global Director, Key Account Manager (GKAM) operates within a dynamic, fast‑moving consumer goods logistics environment where digital transformation, sustainability initiatives and emerging technologies are reshaping industry practices. The GKAM is the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.
Job Purpose The GKAM nurtures and grows strategic relationships with our key clients globally, driving account plan execution, building trusted C‑suite relationships, proactively identifying and qualifying opportunities, coordinating the expertise required to scope and secure business, facilitating quarterly business reviews (QBRs) and providing comprehensive visibility and regular updates to all stakeholders.
Key Accountabilities Strategic Client Management
Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)
Build and maintain robust relationships with C‑suite and senior client executives, understanding their strategic ambitions, business needs and challenges
Provide proactive solutions to address the customer’s challenges while serving as the primary point of contact and internal advocate
Solution Portfolio Management Ensure potential customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics needs.
Business Development and Growth Plan, schedule and facilitate quarterly business reviews and customer satisfaction interviews with assigned accounts while maintaining current and future opportunities in the pipeline.
Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives
Commercial Excellence
Understand customer buying processes and identify all influencers, gaining intimate knowledge of their requirements
Lead the bid process, ensuring solution development, pricing and negotiation efforts optimally address customer needs while coordinating involvement of all key internal stakeholders
Account Planning and Performance Management
Own the development and continuous updating of customer global account plans, ensuring fitness for purpose as management tools
Maintain plan integrity against customer needs for strategic planning via executive reviews
Track key account metrics, alert internal stakeholders of performance or cost‑to‑serve requirements and initiate action plans to resolution
Maintain current pipeline with quantified opportunities, values and win probabilities; track growth, conversion, renewals, leakage, losses and margin
Issue Resolution and Coordination
Handle high‑severity requests and issue escalations as required
Coordinate company personnel involvement, including support, service and management resources, to meet account performance objectives and customer expectations
Team Development and Best Practice
Mentor, coach and support team members to ensure best practice and standardized global account management approaches
Other
Lead an engaged, geographically dispersed team, promoting collaboration and ensuring each member is developed and evaluated against specific, measurable, attainable, realistic and time‑bound goals and objectives
Act as ambassador for DP World, promoting positive behaviors in harmony with DP World’s principles, values and culture; ensure the highest level of safety is applied and comply with the Code of Conduct and Ethics policies
Perform other related duties as assigned
Experience, Skills and Qualifications
Degree or equivalent in Business Administration, Transport/Logistics or related field
Proven track record of consistently achieving sales quotas at relevant scale
Minimum 10 years’ experience within transport, logistics or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods sector
Extensive sales experience with demonstrable results
Experience leading and managing global teams
Deep experience and affinity with the following FMCG sectors: Beverages, Non‑Perishable Foods, Personal Care
Customer‑centric mindset, collaborative working style, innovative, dynamic and insightful
Comprehensive understanding of contractual requirements across all facets
About Us Trade is the lifeblood of the global economy, creating opportunities and improving quality of life worldwide. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally. With more than 115,000 employees from 160 nationalities, spanning 78 countries on six continents, DP World is pushing trade further and faster toward a seamless supply chain that’s fit for the future. We are rapidly transforming and integrating our businesses—Ports and Terminals, Marine Services, Logistics and Technology—unifying our global infrastructure with local expertise to create stronger, more efficient end‑to‑end supply‑chain solutions. We invest in innovation from intelligent delivery systems to automated warehouse stacking, and we pursue a culture of inclusion, diversity and empowerment that drives innovation and growth.
WE MAKE TRADE FLOW To change what’s possible for everyone.
#J-18808-Ljbffr
Job Purpose The GKAM nurtures and grows strategic relationships with our key clients globally, driving account plan execution, building trusted C‑suite relationships, proactively identifying and qualifying opportunities, coordinating the expertise required to scope and secure business, facilitating quarterly business reviews (QBRs) and providing comprehensive visibility and regular updates to all stakeholders.
Key Accountabilities Strategic Client Management
Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)
Build and maintain robust relationships with C‑suite and senior client executives, understanding their strategic ambitions, business needs and challenges
Provide proactive solutions to address the customer’s challenges while serving as the primary point of contact and internal advocate
Solution Portfolio Management Ensure potential customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics needs.
Business Development and Growth Plan, schedule and facilitate quarterly business reviews and customer satisfaction interviews with assigned accounts while maintaining current and future opportunities in the pipeline.
Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives
Commercial Excellence
Understand customer buying processes and identify all influencers, gaining intimate knowledge of their requirements
Lead the bid process, ensuring solution development, pricing and negotiation efforts optimally address customer needs while coordinating involvement of all key internal stakeholders
Account Planning and Performance Management
Own the development and continuous updating of customer global account plans, ensuring fitness for purpose as management tools
Maintain plan integrity against customer needs for strategic planning via executive reviews
Track key account metrics, alert internal stakeholders of performance or cost‑to‑serve requirements and initiate action plans to resolution
Maintain current pipeline with quantified opportunities, values and win probabilities; track growth, conversion, renewals, leakage, losses and margin
Issue Resolution and Coordination
Handle high‑severity requests and issue escalations as required
Coordinate company personnel involvement, including support, service and management resources, to meet account performance objectives and customer expectations
Team Development and Best Practice
Mentor, coach and support team members to ensure best practice and standardized global account management approaches
Other
Lead an engaged, geographically dispersed team, promoting collaboration and ensuring each member is developed and evaluated against specific, measurable, attainable, realistic and time‑bound goals and objectives
Act as ambassador for DP World, promoting positive behaviors in harmony with DP World’s principles, values and culture; ensure the highest level of safety is applied and comply with the Code of Conduct and Ethics policies
Perform other related duties as assigned
Experience, Skills and Qualifications
Degree or equivalent in Business Administration, Transport/Logistics or related field
Proven track record of consistently achieving sales quotas at relevant scale
Minimum 10 years’ experience within transport, logistics or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods sector
Extensive sales experience with demonstrable results
Experience leading and managing global teams
Deep experience and affinity with the following FMCG sectors: Beverages, Non‑Perishable Foods, Personal Care
Customer‑centric mindset, collaborative working style, innovative, dynamic and insightful
Comprehensive understanding of contractual requirements across all facets
About Us Trade is the lifeblood of the global economy, creating opportunities and improving quality of life worldwide. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally. With more than 115,000 employees from 160 nationalities, spanning 78 countries on six continents, DP World is pushing trade further and faster toward a seamless supply chain that’s fit for the future. We are rapidly transforming and integrating our businesses—Ports and Terminals, Marine Services, Logistics and Technology—unifying our global infrastructure with local expertise to create stronger, more efficient end‑to‑end supply‑chain solutions. We invest in innovation from intelligent delivery systems to automated warehouse stacking, and we pursue a culture of inclusion, diversity and empowerment that drives innovation and growth.
WE MAKE TRADE FLOW To change what’s possible for everyone.
#J-18808-Ljbffr