Global Director- Key Account Management - Consumer

Job Description

The Global Director, Key Account Manager (GKAM) operates within a dynamic, fast‑moving consumer goods logistics environment where digital transformation, sustainability initiatives and emerging technologies are reshaping industry practices. The GKAM is the primary voice and face of DP World, playing a pivotal role in our Consumer Vertical growth strategy.

The GKAM nurtures and grows strategic relationships with our key clients globally, driving account plan execution, building trusted C‑suite relationships, proactively identifying and qualifying opportunities, coordinating the expertise required to scope and secure business, facilitating quarterly business reviews (QBRs) and providing comprehensive visibility and regular updates to all stakeholders.

• Develop a comprehensive understanding of customers' business operations (strategic, operational, financial)
• Build and maintain robust relationships with C‑suite and senior client executives, understanding their strategic ambitions, business needs and challenges
• Provide proactive solutions to address the customer’s challenges while serving as the primary point of contact and internal advocate

Ensure potential customers understand the full spectrum of services and capabilities DP World offers (the complete toolbox) to meet evolving logistics needs.

Plan, schedule and facilitate quarterly business reviews and customer satisfaction interviews with assigned accounts while maintaining current and future opportunities in the pipeline.

• Identify account growth and expansion opportunities, coordinate with internal teams to develop solutions for profitable sales volume aligned with strategic account objectives

• Understand customer buying processes and identify all influencers, gaining intimate knowledge of their requirements
• Lead the bid process, ensuring solution development, pricing and negotiation efforts optimally address customer needs while coordinating involvement of all key internal stakeholders

• Own the development and continuous updating of customer global account plans, ensuring fitness for purpose as management tools
• Maintain plan integrity against customer needs for strategic planning via executive reviews
• Track key account metrics, alert internal stakeholders of performance or cost‑to‑serve requirements and initiate action plans to resolution
• Maintain current pipeline with quantified opportunities, values and win probabilities; track growth, conversion, renewals, leakage, losses and margin

• Handle high‑severity requests and issue escalations as required
• Coordinate company personnel involvement, including support, service and management resources, to meet account performance objectives and customer expectations

• Mentor, coach and support team members to ensure best practice and standardized global account management approaches

• Lead an engaged, geographically dispersed team, promoting collaboration and ensuring each member is developed and evaluated against specific, measurable, attainable, realistic and time‑bound goals and objectives
• Act as ambassador for DP World, promoting positive behaviors in harmony with DP World’s principles, values and culture; ensure the highest level of safety is applied and comply with the Code of Conduct and Ethics policies
• Perform other related duties as assigned

• Degree or equivalent in Business Administration, Transport/Logistics or related field
• Proven track record of consistently achieving sales quotas at relevant scale
• Minimum 10 years’ experience within transport, logistics or freight forwarding industry (or similar service industry) with specific focus on the Consumer Goods sector
• Extensive sales experience with demonstrable results
• Experience leading and managing global teams
• Deep experience and affinity with the following FMCG sectors:
  Beverages, Non‑Perishable Foods, Personal Care
• Customer‑centric mindset, collaborative working…