Key Account Manager, Road Logistics at DSV

Minimum Requirements:

• 5 Years sales experience of which at least 3 must be in logistics or solution selling.
• Own Vehicle, driver’s license, ability to work overtime and travel nationally.

Qualifications:

• Matric (Essential).
• Tertiary Qualification (advantageous).

Elective:

• Logistics, business management qualification.

Duties and Responsibilities:

• Identify and record upsell opportunities within base where DSV does not have all general courier biz (SoW)
• Movement of growth opportunities to next sales stage monthly, with agreed deadline to final stage
• Completion and updating of boiler plate account plans (A, B, C's account) 
• Customer account review meetings/health checks - small and medium    
• Customer account review meetings/health checks - large and/or strategic    
• Identify service issues, minuted, addressed with operations, escalation process followed where agreed with manager
• Proactive Customer Satisfaction management (CSP) on time actioning and closing of cases
• Weekly DSO management to ensure customer pays within the agreed payment terms (3%). Escalate delays by cob each week
• Manage and escalate customers under threat (at risk of churn or exit), with defined account plan. 
• Monthly review of unprofitable customers, plan to address and rectify
• Obtain 1 referral per month from customer base
• Monthly review of up/down trade to identify and address discrepancies on downtrade, with factual evidence
• Review and update CAP quarterly for top 3 customers in portfolio (add client and company matrix versus our service offering)
• Maintain rate card and implement annual rate increase across customer base aligned with a goal discussion on the account
• Attend sales training and product refreshers and courses for which you are nominated. Evidence learning when required.