Regional Key Account Manager

Role Overview

The APAC Regional Key Account Manager will lead the execution of DSV Group's Commercial Enterprise Account growth strategy throughout the Asia-Pacific region. This individual is tasked with expanding customer potential by promoting comprehensive, value-driven solutions across all products while delivering an exceptional customer experience centered on superior focus and engagement.

Core Responsibilities

• Adhere strictly to all global sales policies, procedures, and guidelines relevant to managing global accounts.
• Collaborate effectively across Sales and Product teams to accelerate growth of the Commercial Enterprise Account.
• Strengthen customer relationships by engaging with relevant DSV and customer stakeholders regionally.
• Promote end-to-end solutions and value-added services across products aligned with strategic account growth plans.
• Engage directly with regional and country-level key decision makers within the global account.
• Communicate and implement the account growth plan across all countries within the region, driving execution personally or via the Key Account Management team.
• Participate in regular review meetings with Global Account Directors including yearly, quarterly, and monthly sessions.
• Analyze account pipelines, RFQs, activities, and performance using standard global reports, taking corrective actions when necessary.
• Monitor trade lane shifts such as up-trading, down-trading, losses, and new gains monthly, implementing corrective measures as appropriate.
• Support the preparation and participation of Business Review meetings ensuring timely stakeholder involvement and distribution of minutes/follow-up actions.
• Ensure swift escalation of any concerns or complaints related to the global account to Global Account Directors.
• Drive cross-selling across products, promote end-to-end value added solutions, and encourage upselling of services like customs brokerage and transport insurance.
• Assist Global Account Directors in following tender management processes, including pre-RFQ strategy and alignment with Product teams.
• Help analyze RFIs & RFQs post-bid and share insights, aligning corrective actions with Sales and Product departments.
• Facilitate the timely and accurate handover of business implementations to the Implementation Team.
• Ensure the account growth plan’s clarity and support throughout the region.
• Maintain CRM records for all opportunities, including timely data entry, sales cycle assignments, volume settings, and flags.
• Keep account executive sponsors informed of RFQs, performance metrics, and corrective steps.
• Share pertinent market intelligence and best practices with customers.
• Ensure compliance with customer reporting standards and drive improvements in CRM data quality.
• Proactively escalate operational issues to guarantee resolution.
• Support adherence to quality, health, safety, and environmental (QHSE) objectives as outlined in DSV's IMS and policies.
• Promote sustainability, safety, environmental stewardship, community support, and reduce workplace incidents.

About DSV

DSV is a global leader in transport and logistics, employing nearly 150,000 colleagues across more than 90 countries. The company is committed to innovation, digital transformation, and fostering a diverse and inclusive environment. DSV values accountability, teamwork, and performance-driven culture, offering opportunities for personal and professional growth in a forward-thinking setting.