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For Companies At a Glance
- Tasks: Lead key accounts and build strong relationships with carrier customers in the ports and terminals sector.
- Company: Join DP World, a global leader in logistics and port operations, driving innovation and growth.
- Benefits: Enjoy competitive salary, career development opportunities, and a dynamic work environment across Europe.
- Why this job: Shape long-term commercial strategies while making a real impact in the logistics industry.
- Qualifications: 5+ years in business development, strong relationship management skills, and a relevant degree required.
- Other info: Fluency in English is essential; additional languages are a plus!
The predicted salary is between 43200 - 72000 £ per year.
Job Description
DP World are recruiting for a Key Account Manager – Commercial Cluster Lead P&T to join our team. The role will be based either in UK, Netherlands or Belgium . As a Key Account Manager, you will play a pivotal role in shaping DP World’s long-term commercial relationships and growth with carrier customers. You will also be accountable for delivering on the specific customer accounts’ short- and long-term performance metrics.
Your Responsibilities:
- Develop and manage regional relationships with key carrier customers, promoting relationship building and value creation across DP World’s regional portfolio of terminals.
- Assist in the activation and enablement of the executive leadership engagement plan for DP World regional stakeholders (CEO, CCO, Port Leads, Terminal GM, Terminal Commercial Teams, etc.).
- Plan and chair Quarterly Business Review (QBR) sessions at the regional level with assigned customers, driving internal focus and commitment to build customer trust, feedback, and business development.
- Identify and develop headquarters/regional relationships across various disciplines (trade, marketing, network, sales, operations, procurement, etc.).
- Develop and own the Regional Terminal Partnering agenda with each assigned Carrier account, including initiatives such as Port Hours Saved, waste identification and removal, decarbonization targets, product development aspirations, and network enablement.
- Provide strategic views of customer deals across geographies and recommendations on negotiation strategy, stakeholder management, and maximising customer values for DP World.
- Create and maintain an overall ‘enterprise’ pricing model to quantify the monetary and strategic value of Key Client relationships, guiding pricing decisions and contract negotiations.
- Co-create and advance global/regional/local customer strategies and value propositions with input from the global and local commercial team.
- Drive global, regional, and local sales engagement plans for customers with KCM peers, regional commercial leads, and terminal commercial teams to ensure effective communication and problem-solving.
- Support regions and terminals in executing Key Client strategies, ensuring the delivery of propositions, outcomes, and experiences sold.
- Develop a deep understanding of markets, commercial trends, competition, and customer insights to translate into growth opportunities for DP World.
- Develop a personal network within the business sector, obtain market intelligence, and enhance the visibility and reputation of the organization, its products, and services.
- Actively develop the global Lean agenda through training and application, stimulating the use of Lean tools and processes to improve customer experience and satisfaction.
Your Profile:
- Bachelor’s degree/University degree or equivalent experience.
- Financial or business-related qualification.
- 5+ years of relevant industry work experience post-qualification.
- Proven experience in business development activities, preferably within the ports and logistics industry.
- Exceptional relationship management and networking abilities, with a genuine passion for the industry.
- Strong communication skills in all forms, with experience in European culture and working environment.
- Excellent project and time management skills.
- Highly numerate with solid ability in financial analysis, forecasting, project costing, and budget preparation and monitoring.
- High competence and understanding of legal documents and financing structures.
- Well-rounded professional knowledge of the ports and intermodal business, including legal, commercial, operations, civil engineering, and financial aspects of port and logistics-related investments.
- Proactive worker with energy, drive, and determination to develop and implement ideas.
- Ability to work independently and as a team player.
- Encourages and seeks opportunities to improve, innovate, and implement changes to support the business.
- Solid persuasion and commercial negotiation skills with the ability to maintain strategic relationships.
- Fluent in English; additional languages are a bonus but not required.
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Key Account Manager - Commercial Lead Ports & Terminals employer: ZipRecruiter
Contact Detail:
ZipRecruiter Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Key Account Manager - Commercial Lead Ports & Terminals
✨Tip Number 1
Make sure to research DP World thoroughly. Understand their values, recent projects, and market position in the ports and logistics industry. This knowledge will help you tailor your approach and demonstrate your genuine interest in the company during networking opportunities.
✨Tip Number 2
Leverage LinkedIn to connect with current employees at DP World, especially those in similar roles or departments. Engaging with them can provide insights into the company culture and expectations, and may even lead to referrals.
✨Tip Number 3
Attend industry events, conferences, or webinars related to ports and logistics. Networking in these environments can help you meet key players in the industry and potentially get your foot in the door at DP World.
✨Tip Number 4
Prepare to discuss specific examples of how you've successfully managed key accounts or developed strategic relationships in your previous roles. Highlighting your relevant experience will show that you have the skills needed to excel as a Key Account Manager at DP World.
We think you need these skills to ace Key Account Manager - Commercial Lead Ports & Terminals
Some tips for your application 🫡
Understand the Role: Take the time to thoroughly read the job description for the Key Account Manager position. Understand the key responsibilities and required skills, and think about how your experience aligns with these.
Tailor Your CV: Customize your CV to highlight relevant experience in business development, relationship management, and the ports and logistics industry. Use specific examples that demonstrate your ability to meet the performance metrics mentioned in the job description.
Craft a Compelling Cover Letter: Write a cover letter that showcases your passion for the industry and your understanding of DP World's goals. Mention specific achievements that relate to the responsibilities of the role, such as successful project management or strategic relationship building.
Highlight Your Skills: Make sure to emphasize your strong communication skills, financial analysis capabilities, and project management experience. These are crucial for the Key Account Manager role and should be evident in both your CV and cover letter.
How to prepare for a job interview at ZipRecruiter
✨Showcase Your Relationship Management Skills
As a Key Account Manager, your ability to build and maintain relationships is crucial. Prepare examples of how you've successfully managed client relationships in the past, focusing on value creation and trust-building.
✨Demonstrate Industry Knowledge
Familiarize yourself with the ports and logistics industry, including current trends and challenges. Be ready to discuss how your insights can translate into growth opportunities for DP World.
✨Prepare for Strategic Discussions
Expect to engage in discussions about negotiation strategies and stakeholder management. Think about how you would approach these topics and be prepared to share your strategic views on customer deals.
✨Highlight Your Project Management Experience
Given the role's emphasis on project and time management, prepare to discuss specific projects you've led. Focus on your ability to manage multiple priorities and deliver results effectively.
