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For Companies At a Glance
- Tasks: Drive growth with Japanese customers globally and build strong relationships.
- Company: Join a leading logistics company with a focus on innovation and customer satisfaction.
- Benefits: Competitive salary, travel opportunities, and a dynamic work environment.
- Why this job: Make a real impact in global logistics while working with diverse teams.
- Qualifications: Proven experience in account management and strong communication skills required.
- Other info: Fluency in Japanese is essential; embrace a role that values cultural competence.
The predicted salary is between 48000 - 84000 £ per year.
Overview
Role Title: MNC Global Customer Manager Grow Japan
Location: Can be located anywhere in Europe
Overall Role Purpose: Develop and seek organic growth with special focus on Japanese customers outside and within Japan within agreed customer target portfolio on a regional/global level. Take accountability for the overall customer relationship and achieve profitable growth through proactive & strategic thinking.
Reports to: Head of MNC Europe, dotted line to Head of Sales Europe
Responsibilities
- Conduct market / customer evaluation to define strategic target business opportunities
- Collaborate within internal stakeholders of your unit and other DHL units to achieve a strong growth plan/actions
- Conduct regular strategic relationship reviews with the active portfolio customers
- Prepare & update customer strategies & customer account plans (CAP) accurately and on time
- Make sure the CAPs are understood, used & updated by all team members in different regions/ countries as basis for account management
- Conduct at least quarterly alignment calls with Grow Japan team and all regional/ country KAMs responsible for the account
Accountabilities and Tasks
- Pre-Sales
- Thoroughly build & maintain relationship with the customer on a strategic & operational level
- Stay closely aligned with other account managers for the customer (country KAMs, RKAM, CRM, x-BU)
- Ensure regular visits with key decision makers/ influencers in respective region/ as CRM in all regions
- Gather, listen and analyze the business challenges of the customer in the region/ as CRM globally to develop compelling solutions for them; engage sponsors/ sector heads/ others when needed
- Drive growth targets by managing a healthy pipeline and proactive thinking
- Drive assigned accounts with a true global mindset, ensuring all opportunities around the globe are captured
- Initiate, plan & execute customer events to foster relationship building where suitable
- Lead and direct regional and country resources in relationship building and targeting of opportunities
- Align pipeline with CRM
- RFQ/ Opportunity related
- Own and drive the tender process, ensuring there is a decision making capacity at all times and the final product is commercially viable
- Develop solution design in close alignment with product & other functional teams (e.g. IT)
- Review & sanity check pricing & completed customer templates as prepared by RFQ team prior to submission
- Prepare and align presentation(s) to support the internal tender process
- Review standard narratives for proposal by RFQ team
- Create presentation & finalize RFQ document
- Drive negotiation & finalization of contract and align with relevant internal decision makers
- Participate in debrief analysis if required
- Fully support other global or regional RFQs along all stages of the process to best ability
- Ensure there is a common understanding of service expectations and solutions, both with the customer, the implementation teams and all countries involved
- Oversee handover & implementation activities (driven by implementation teams) to meet customer expectations (SLAs and SOPs)
- Account management
- Decide when problems need to be escalated & make sure escalation happens in a timely manner
- Identify & initiate process improvement initiatives jointly with the customer or internally
- Provide guidance to after-sales manager (if applicable) on standard after-sales activities (e.g. reporting) and make sure customer experience with DHL is consistent & of a high standard
- Check monthly customer KPI analysis & reports
- Own preparation of customer QBRs & conduct QBR meetings
- Sales performance management
- Make sure that data in CRM tool & CAP is up to date
- Participate in sales performance reviews on account level & implement corrective actions
- Regularly review customer performance reports with internal stakeholders and initiate corrective actions in case data quality issues have been identified
- Project development & marketing
- Constantly build market & customer intelligence in line with procedures of respective growth area
- Collect and consolidate customer intelligence & ensure that the knowledge is spread to other regions and countries as well as x-BU where appropriate
- Work with the Sector teams to develop and expand the Community
- Support project initiatives & events
- Growth across selected countries in Europe
- With focus on BC customers run data analytics and market evaluation. Define comprehensive growth plan for selected countries and target customers
- Review and share growth plan/ target lists within your organization and across the globe. Where needed ensure an aligned x-BU customer approach
- Get early buy-in of different stakeholder in your organization to ensure successful implementation of growth plan and new customer onboarding (impat, product, IT, senior mgt. )
- Compliance: Japanese language proficiency is a must have
- Required competencies: High degree of self-confidence, initiative and commitment to customer satisfaction and commercial success; Strong communication, selling & influencing skills (internally + externally); Ability to gain access to multiple executive-level customer decision makers; Strong in internal + external networking; team player; Leadership skill to run virtual teams without direct authority; Consultative & strategic attitude; Drive to growth with existing and new customers; Positive & entrepreneurial spirit; Solid business development & logistics knowledge; Excellent English skills, both verbal & written; Solid MS Office skills: Excel, Word, PowerPoint; Cross-cultural competence; 8-10 years in logistics & preferably account management experience; Degree in Business/ Logistics/Supply Chain (preferred); Willing & capable to travel, as role requires
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MNC Global Customer Manager Grow Japan employer: DHL
Contact Detail:
DHL Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land MNC Global Customer Manager Grow Japan
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy to reach out on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their values and how they align with your own. This will help you tailor your responses and show that you're genuinely interested in being part of their team.
✨Tip Number 3
Practice makes perfect! Conduct mock interviews with friends or use online resources to refine your answers. Focus on showcasing your skills and experiences that directly relate to the role of MNC Global Customer Manager.
✨Tip Number 4
Don’t forget to follow up after interviews! A simple thank-you email can go a long way in leaving a positive impression. It shows your enthusiasm for the role and keeps you fresh in their minds.
We think you need these skills to ace MNC Global Customer Manager Grow Japan
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the role of MNC Global Customer Manager Grow Japan. Highlight your experience in account management and logistics, especially any work you've done with Japanese customers or in cross-cultural environments.
Craft a Compelling Cover Letter: Your cover letter should tell us why you're the perfect fit for this role. Use specific examples from your past experiences that demonstrate your strategic thinking and relationship-building skills, particularly in a global context.
Showcase Your Language Skills: Since Japanese language proficiency is a must-have, make sure to highlight your language skills prominently. If you have any certifications or relevant experiences, include those to strengthen your application.
Apply Through Our Website: We encourage you to apply through our website for a smoother application process. This way, we can easily track your application and ensure it gets the attention it deserves!
How to prepare for a job interview at DHL
✨Know Your Customer Inside Out
Before the interview, dive deep into understanding the Japanese market and the specific customers you'll be working with. Research their business challenges, recent news, and how DHL can provide solutions. This will show your proactive approach and strategic thinking.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and maintained relationships with key decision-makers in previous roles. Highlight your ability to collaborate with internal stakeholders and drive growth through effective communication and networking.
✨Be Ready for Strategic Discussions
Expect questions that assess your strategic mindset. Be prepared to discuss how you would conduct market evaluations and develop customer account plans. Think about how you can align with various teams to achieve a strong growth plan.
✨Demonstrate Cultural Competence
Since this role focuses on Japanese customers, it's crucial to demonstrate your understanding of cross-cultural dynamics. Share any experiences you've had working in diverse environments or with international clients, and highlight your Japanese language proficiency.