Ph3Overview /h3 pbA WORLD OF OPPORTUNITIES FROM THE FREIGHT FORWARDING MARKET LEADER /b /p pDeutsche Post DHL (DPDHL) is the world’s leading logistics provider, with nearly 600,000 employees spread across more than 220 countries and territories. DHL Global Forwarding, Freight (DGFF) is the DHL division specializing in international transport, particularly air, ocean, and road freight. We are the global leader in air freight and second in ocean freight services. /p pAs DHL Global Forwarding Italy, we operate 19 stations across the country and 4 Gateway departments, with over 600 highly qualified employees. /p pAt DGF, our core business is shipping, but people are our passion. Innovation and diversity are integral parts of our culture. /p pWe offer excellent opportunities for personal growth and professional development. /p pWe can truly say we are a “Great Place to Work.” /p pbLocation: Italy /b /p h3Key tasks /h3 ul liEnsure that the sales goals for the relevant major/strategic key accounts are met, taking cross divisional aspects into account; /li liPlan, control, and strategically further develop acquisition, preparation of proposals, customer support, and customer consulting; /li liControl internal and external resources (e.g., Marketing, Product Development, Customer Support) to optimally meet the customers’ needs; /li liDefine and/or further develop the proposal processes and (customer specific) services; /li liDesign pricing and discounting for assigned key accounts and manage/control contractual negotiations with the assigned key accounts with the aim of achieving the best possible conditions for DHL; /li liTake responsibility for sales planning and perform sales activities for the key accounts (revenue planning/ visits, /li liIndependently identify market/growth potential, observe the competitors, and know their service spectrum, price structure, and price policy; /li liIndependently advise (top) management regarding strategic customers and potential new customers and process complex, strategically important projects/acquisitions and make strategic, economic, and/or specialist decisions for own task area; /li liDefine process standards and develop best practices in the area of Key Account Management; /li liEstablish and maintain relationships with key accounts for profitable business outcomes; /li liIdentify problems that may not be clear in own area of authority and modify work methods accordingly; /li liConvince other subject matter experts to accept new concepts, practices, and approaches and sometimes negotiate with external parties to accept complete proposals and programs where there is little interest in cooperating or participating; /li liMay cooperate with and coordinate 3rd parties e.g. external service providers; /li liBuild strong, trusting cross functional relationships with DHL managers; /li liUnderstand customer and key stakeholders\' interests and concerns and advise direct reports, customers and key stakeholders; /li liProvide technical guidance to line managers and employees. /li /ul h3Requirements /h3 ul liExcellent knowledge of Customer Development Account Management /li liAt least 6 years experience /li liGreat ability in communicating and influencing senior business leaders outside of own job area to accept practices and approaches /li liCapability to develop strong, trusting relationships with senior business leaders across DHL /li liExcellent cooperation and coordination skills /li liAbility in leading negotiations /li liStrategic vision, forwarding business acumen, results driven and attention to details /li liGreat DHL Business Knowledge, Processes and Strategy /li liUnderstand customer and key stakeholders’ interests and concerns and advise direct reports, customers and key stakeholders /li /ul /p #J-18808-Ljbffr