Key Account Manager

DHL Global Forwarding Italy is looking for the following position

Location: Pozzuolo Martesana (MI)

Reports to: Head of KAM & CPM

• Ensure that the sales goals for the relevant major/strategic key accounts are met, taking cross divisional aspects into account;

• Plan, control, and strategically further develop acquisition, preparation of proposals, customer support, and customer consulting;

• Control internal and external resources (e.g., Marketing, Product Development, Customer Support) to optimally meet the customers’ needs;

• Define and/or further develop the proposal processes and (customer specific) services;

• Design pricing and discounting for assigned key accounts and manage/control contractual negotiations with the assigned key accounts with the aim of achieving the best possible conditions for DHL;

• Take responsibility for sales planning and perform sales activities for the key accounts (revenue planning/ visits,

• Independently identify market/growth potential, observe the competitors, and know their service spectrum, price structure, and price policy;

• Independently advise (top) management regarding strategic customers and potential

new customers and process complex, strategically important projects/acquisitions and

make strategic, economic, and/or specialist decisions for own task area;

• Define process standards and develop best practices in the area of Key Account Management;

• Establish and maintain relationships with key accounts for profitable business outcomes;

• Identify problems that may not be clear in own area of authority and modify work methods accordingly;

• Convince other subject matter experts to accept new concepts, practices, and approaches and sometimes negotiate with external parties to accept complete proposals and programs where there is little interest in cooperating or participating;

• May cooperate with and coordinate 3rd parties e.g. external service providers;

• Build strong, trusting cross functional relationships with DHL managers;

• Understand customer and key stakeholders' interests and concerns and advise direct reports, customers and key stakeholders;

• Provide technical guidance to line managers and employees.