Key Account Manager- Strategic Accounts Sector

Hillebrand Gori is the Beers, Wines, and Spirits Powerhouse within the freight forwarding division of DHL Group. Hillebrand was founded as a family business in 1844 and was acquired by DHL Group in March 2022.

Are you passionate about shipping, beverages, innovation, and customer service? Would you strive daily to offer technological and innovative solutions to support our customers’ products throughout their journey, guiding them to their destination? Then Hillebrand Gori, a company of DHL, is the place for you.

Hillebrand Gori people love what they do. Our people are passionate about logistics and the commodities we ship. We understand how much the logistics process matters to our customers, so they work with them as partners.

For more information, visit: https://www.hillebrandgori.com.

  Job Purpose

Lead account management sub-function for the strategic sector and provide input to and lead the implementation of functional strategy to expand and maintain customer base, deliver net growth, revenue, profitability, operational developments, value-added services and service targets for key accounts in line with strategic sector strategy, financial objectives, Group guidelines and policies

 

 

  Objectives

• Lead the function or multiple sub-functions on a sector level
• Establish and implement strategies that have long-term (5 years) impact on business results in alignment with global objectives and directly impacting the organization’s business strategy
  
  
  

 

  Key Tasks

• Define strategic sector level key account strategy for one or more large and complex national accounts including account planning, revenue targets, service goals, etc. considering sector-level business strategy, financial objectives, Group guidelines and policies
• Lead, oversee and control highly strategic activities and initiatives across the sector with significant impact on overall results and very high business risk potential
• Determine and monitor the implementation of portfolio strategy and achieve alignment with sector’s business plans
• Formulate and lead pricing strategies, contract negotiations and possibly supply chain management for the accounts
• Drive key account retention, market acquisition, business growth and profitability for the sector
• Guide sector’s key accounts, and drive internal and external collaboration, and cross-selling activities within the strategic sector
• Engage with senior management in support of business development and transformational deals
• Drive strategic sector management and customer segments within the sector by developing the sector strategy, consolidation of industry demands and ensuring best practice sharing
• Facilitate alignment of global strategic sector strategies with the sales and marketing strategy and ensure coordination of global sectors’ efforts with customer solutions & innovation
• Identify, anticipate and understand strategic sector level market trends and customer requirements, translate products into solutions to meet their needs
• Introduce and embed world class account management practices at the sector level
• Steer and establish systems for active monitoring of competitive activity and dissemination of information and best practices to relevant parties within the sector level accounts
• Analyze complex multi-dimensional issues extensively and conceptualize improvements in account management methods and techniques
• Deliver innovation that directly influence the way the sector is operating and making money
• Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating
• Negotiate and authorize critical agreements/ contracts, changing terms and conditions significantly where required
• Lead, direct, coach and develop performance of the sector’s key account team
• Work with Collection team in order to secure the on-time collection of invoices with the customer portfolio
  
  
  

 

  Stakeholders

• Negotiate critical agreements/contracts with other departments and 3rd parties
• Develop strong, trusting relationships with senior business leaders across Hillebrand Gori and partner organizations
• Influence others across Hillebrand Gori and externally as an internally and externally recognized thought leader representing the Group
• Champion cooperation and partnership to provide integrated solutions to problems
  
  
  

 

  Management Responsibility

• Potentially lead multiple teams of people
• If so, ensure appropriate talent selection, organization and leadership for major areas of the organization
  
  
  

 

  Skills

CRM, Customer Satisfaction, Customer Development, Account Management, Major Accounts, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Contract Negotiation, Budgets, Sales Forecasting, Business Development, Revenue Growth, Market Trends, Sales Channels, Hillebrand Gori Business Knowledge, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management, Resourcing

 

 

  Qualifications & Key Requirements

 

Education Level

Bachelor’s degree a must/Master's degree preferred

 

Experience Level

more than 10 years