Key Account Manager, Commercial 大客戶商務經理

Job Req Number:  113579
Time Type: Full Time

Job Purpose 職位目標
1.The role will be the strategic backbone of our contract logistics division. 將成為我們合約物流部門的策略支柱。

2.You are responsible for safeguarding profitability, managing complex cost structures, and fostering "win-win" relationships with high-value clients. 您將負責維護獲利能力、管理複雜的成本結構，並與高價值客戶建立「雙贏」的合作關係。

3.You are not just a point of contact; you are a business partner who understands the intricate balance between operational reality and commercial viability. 您不僅僅是一個聯絡窗口，更是深諳營運現狀與商務可行性之間微妙平衡的事業夥伴。

Key Responsibilities 主要職責
1.Commercial Strategy & Pricing: Lead the design and execution of commercial models for warehousing, distribution, and value-added services. 商務策略與定價：領導倉儲、配送及增值服務商務模式的設計與執行。

2.You must have a mastery of Cost-Plus and Activity-Based Pricing models to ensure competitive yet profitable bids. 您必須精通成本加成 (Cost-Plus) 與作業基礎 (Activity-Based) 定價模型，以確保投標內容兼具競爭力與獲利空間。

3.Strategic Account Management: Act as the primary commercial lead for key accounts. 大客戶策略管理：擔任大客戶的主要商務負責人。

4.Lead Quarterly Business Reviews (QBRs) and maintain high-level relationships with client stakeholders to ensure long-term retention. 主導季度業務審查 (QBR)，並與客戶端決策者維持高層級關係，以確保長期留存率。

5.Business Development & RFQ /RFP Management: Drive the commercial aspect of the tender process. 業務開發與標案 (RFQ/RFP) 管理：推動招標過程中的商務環節。

6.From initial solution design to final contract signing, you will ensure all commercial risks are identified and mitigated. 從初步方案設計到最終合約簽署，您將確保所有商務風險均已識別並得到緩解。

7.P&L Optimization: Monitor the financial health of existing contracts. 損益 (P&L) 優化：監控現有合約的財務健康狀況。

8.Identify "leakages" in revenue and work closely with operations to implement cost-saving initiatives or price adjustments (GRI - General Rate Increases). 識別營收「漏洞」，並與營運團隊密切合作，實施成本節約措施或價格調整 (GRI - 年度運費調整)。

9.Contract Negotiation: Lead complex negotiations regarding Service Level Agreements (SLAs), liability clauses, and commercial terms to protect the company’s interests while satisfying client needs. 合約談判：主導關於服務水準協議 (SLA)、責任條款及商務條件的複雜談判，在維護公司利益的同時滿足客戶需求。

DSV – Global transport and logistics

Working at DSV means playing in a different league.

As a global leader in transport and logistics, we have been on an extraordinary journey of growth. Let’s grow together as we continue to innovate, digitalise and build on our achievements.

With close to 150,000 colleagues in over 90 countries, we work every day to offer solid services and meet our customers’ needs and help them achieve their goals. We know that the best way to achieve this is by bringing in new talent, fresh perspectives and ambitious individuals like you. 

At DSV, performance is in our DNA. We don’t just work – we aim to shape the future of logistics. This ambition fuels a dynamic environment built on collaboration with world-class team players, accountability and action. We value inclusivity, embrace different cultures and respect the dignity and rights of every individual. If you want to make an impact, be trusted by customers and grow your career in a forward-thinking company – this is the place to be.

Start here. Go anywhere

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