The GAD has accountabilities and responsibilities in three main areas :
Global Account Strategy & Planning
• to develop, manage and execute a Global Account plan, with associated Pursuit Plans, in accordance with approved Damco tools and templates
• To Ensure Global Account Plan, With Associated Pursuit Plans, Is Comprehensively Populated, Encompassing
Company Profile, Supply Chain Profile, Damco Trading Overview & Share of Wallet, Customer Relationship DMU (Decision Making Unit) Map and profiles, Damco Operational Performance, Opportunity Roadmap, Customer Development Actions, Damco Account Management team members, Pursuit Plans for all significant opportunities
goals and objectives for the account that provides acquisition of new business, maintenance of existing business and maintaining or improving profitability.
• accountable for providing the Director of the Global Vertical and key stakeholders with concise, data/fact-driven information and analysis on opportunities, issues, trends and financial results, inclusive of identification of alternatives and options, that facilitates decision making and strategic / tactical execution.
Global Account Internal / External Stakeholder Engagement
• to develop and drive a global account engagement strategy, through development of a global virtual team and strong visible leadership including the virtual network of local account managers in multiple regions and levels, involvement of Executive sponsors and appropriate use of other company resources.
• To establish and maintain long-term strategic relationships with the right level of influencers and decision makers across different levels in the account organisation. Effectively navigates the account’s political and hierarchical structure and establish him/her as a trusted advisor
• Through leveraging customer contact relationships at multiple levels, the GAD is required to comprehensively understand the customer's needs and practices. GAD should be seen as a strategic partner and key influencer, recognising the customer’s priorities, DMU member personal objectives, and DMU member attitudes towards Damco and competitor offerings
• It is the responsibility of the GAD to ensure the account is serviced and managed properly and is positioned to grow and gain profitability in accordance with the account plan. This is done through a planned cycle of direct and frequent contact with customer DMU members and interaction with Damco operating management, in order to know the current state of service delivered to the account, whilst simultaneously driving operational quality and improvements.
• Effectively engages executive leadership at key points in the sales process during which their involvement provides additional support. Leverages synergy between regions and trade lanes and eliminates barriers. At all times keep the Executive Sponsor fully informed and in alignment with the Account plan and key projects.
Global Account ‘Way of Working’, Processes, Performance Reporting & Review
• It’s the duty and authority of the GAD to bring attention to shortfalls as early as possible and to make recommendations to operating management at all levels for the placement of resources, plant and equipment in order to adequately service the account. Operational excellence must remain a focal point at all time.
• Ensures and oversees the development of Service Level Agreement (SLAs), Statements of Work (SOWs) and Standard Operations Procedures (SOPs) as applicable.
• Adheres to approved company processes and procedures, and utilizes the CRM, Sales Methodology and other tools to document customer interaction, needs, and business projections.
Global Account Business Generation
• Personally drives and leads Pursuit Teams to establish Damco SWOT, mitigate issues and challenges whilst maximising strengths, thus developing winning strategies to convert identified opportunities into trading volumes, through delivering differentiated and compelling Value Propositions.
• Develops and implements Win/Win solutions that integrate products and services and go beyond the sale of a single point solution. Actively builds “stickiness” through value propositions presented and deployed. Achieves results through effective project proposals, negotiations, and contracts.
• Develop a customer relationship based on customer and industry knowledge to allow a close customer partnership to jointly develop solutions to better support the customer aligned with Damco´ strengths and capabilities.
• Has strong financial acumen and understanding / transparency of the customers budget, and thereafter clearly articulates the value of the solution.
• Drives virtual account team members to actively and constantly uncover new opportunities to provide products, services, and solutions that lead to compelling proposals to enhance the customer’s supply chain performance, reduce costs, satisfy DMU member needs and change drivers and lead to growth with the assigned account(s)
• 10+ years in a Sales or large account management role, in a Supply Chain Management related function
• 10+ years of value based, consultative selling experience to Fortune 1000 companies, engaging both small and committee based decision making units
• Extensive and proven track record in driving sales results for assigned portfolios
• Extensive and current knowledge of Supply Chain Management, Air and Ocean freight forwarding, Warehouse Management, Material Handling and logistics technology / tools.
• In-depth understanding of End-to-End International logistics concepts, services and value propositions, in a multi modal environment
• Strong communicator and listener that builds strong networks and to engage internal and external stakeholders, build buy-in and excitement, whilst collaborating in a matrix organisation.
• Excellent communication, networking, interpersonal and influencing skills to communicate and command respect at all levels. Able to manage in a matrix environment, and create networks across diverse technical, cultural, and language groups.
• Financially astute and numerate, analytical with proven proficiency in translating complex customer requirements into tangible customer value propositions whilst appreciating Commercial Purpose, Implications of costs, and associated risks for both parties, throughout.
• Has financial acumen required to construct and convey plausible financial plans, and provides accurate forecasting data to all stakeholders.
• Demonstrates the highest ethical standards and exemplify the company values.
• Strong organisational and planning skills, performs under pressure, meets deadlines.
• Self-motivated, High Energy, Results-oriented, Tenacious, Reliable, Methodical, Innovative, Focused and Driven are key personal character traits desired in this role
• Advanced MS Excel, Word, Powerpoint skills with exposure to CRM systems.
• Written & spoken English paramount, fluency in other languages a plus
We Offer • Becoming part of an exciting company that has a track record of strong performance and ambitious aspirations in a growing industry. • Truly international working environment. • Member of the Global Commercial Team. • Strong emphasis on value and team based leadership and an open and engaging company culture. • Wide range of international career opportunities and lots of opportunities for personal and professional growth. • Competitive compensation package including on target bonus system
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