Business Manager APAC, Global Customer Management

Purpose of the role

• Understanding business requirements and solutioning new/ changes in services.
• Develop and execute account specific strategies to ensure growth and profitability with the customer and increasing the share of wallet in CL.
• Lead and drive all commercial activities for the GCM Account in APAC, including budgets and forecasts, which deliver the agreed strategic objectives of value and profit generation.
• Building-up a long-term, “sticky” relationship with the customer.
• Identifying trends of the industry and customer strategies.
• First point of contact for the customer, and voice of the customer for CL.

Strategic and Operational Tasks

• Establish vision and CL Roadmap jointly with GCM Head and GAD.
• Seek opportunities and creative ways to improve revenue and customer performance in the sites and across the globe.
• Identify and introduce new CL products and capabilities to the customer that may help enhance the offering to the customer and deepen their connection with DSV.
• Develop a deep understanding of the market, including but not limited to demand, supply, macro environment, market trends, customers, existing and new competition and their strengths and weaknesses
• Develop, prepare and negotiate CL pricing, tenders and RFP responses in co-operation with the GAD. Ensure updates, maintenance and global alignment on CL SOW’s and MA’s with the customer and their SOI vendors. Prepare re-pricing for scope change requests.
• Establish Financial Growth Plan (Revenue, EBIT) jointly with CL Global Head.

Customer and internal relationships

• Manage relationships to appropriate stakeholders on the customer side and understanding their demands.
• Partner and collaborate closely with the GAD, Vertical Lead, Account Exec and Account Sponsor to ensure alignment with wider company customer strategy.
• Secures alignment and agreement with CL P&L owners for all commercial proposals as well as guiding terms & conditions.
• Regular travel to sites across the globe to understand the operations, to be involved in continuous improvement and transformation projects and to support the teams in understanding the market and customers.

Skills & Competencies

• Target oriented person with a high level of drive and execution strengths
• Analytical and structured thinker with the ability to manage highly complex processes
• Pragmatic Problem-Solver with a positive can-do attitude
• Good interpersonal, intercultural and communication skills at all levels of the internal and customer organization and across geographies
• Ability to work effectively in a matrix environment, also influencing individuals outside of direct management control
• Sets and manages own agenda, prioritizes under pressure and works proactively and autonomously
• Ability to direct and coordinate tasks to ensure they meet critical deadlines

Qualifications & Expertise

• At minimum Bachelor in Logistics or similar study
• 5+ years’ experience in operational and commercial roles in the contract logistics industry
• Sufficient expertise within the account industry and high-level understanding of local market conditions
• A deep understanding of commercial requirements and experienced in cost calculations in CL
• Strong Business English (written and verbal)
• Experienced in working in a global matrix organization
• Ability to travel frequently across APAC

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