Director – Key Account Management – FMCG – Southeast Asia – APAC

DP World is undergoing a strategic expansion of its Key Account Management team in Southeast Asia. We are seeking a seasoned and strategic commercial leader dedicated to driving growth and fostering strategic partnerships within the FMCG (Fast-Moving Consumer Goods) industry.

This is a critical role designed to leverage deep industry expertise to deliver bespoke logistics solutions for the high-volume and consumer-driven FMCG and retail sector, cementing our position as the market leader.

The ideal candidate will be an accomplished logistics professional with a proven track record of managing and growing key accounts within the FMCG space.

You will be the primary strategic partner for our most important clients, ensuring their success and driving DP World's growth in the Southeast Asia Cluster and APAC region.

Key Accountabilities:

Key Account Strategy & Growth:

• Develop and execute strategic account plans to grow and retain key accounts, focusing on increasing customer spend across all end-to-end (E2E) products and capabilities.
• Proactively identify and pursue opportunities for cross-selling and up-selling within the existing key account portfolio, as well as actively hunting for new logos.
• Conduct regular business reviews with key accounts to ensure alignment with their strategic goals and to showcase DP World's value and capabilities.

Customer Relationship Management:

• Serve as the primary point of contact and trusted advisor for key accounts, building and maintaining strong, long-term relationships with BCOs and other stakeholders.
• Ensure smooth execution of client contracts and ongoing account management to maximize retention and growth opportunities.
• Resolve customer escalations in a timely manner and identify opportunities to improve and enhance customer excellence measures.

Stakeholder Engagement & Collaboration:

• Work closely with internal stakeholders, including the Business Development team, operations, finance, and technology, to deliver seamless end-to-end solutions and support.
• Collaborate with the Business Development (BD) team to ensure a smooth transition of general accounts once they are converted into key accounts.
• Participate in relevant industry events to increase brand awareness and network with key decision-makers.

Qualifications, Experience, and Skills

• A minimum of 10+ years of progressive experience in a senior sale, business development, or Key Account Management role, preferably with a focus on global or regional accounts.
• Proven track record in the FMCG or Retail sector, with expertise in managing temperature-controlled supply chains, high-volume distribution, and e-commerce fulfilment.
• A bachelor's or master's degree in supply chain management, Logistics, Business Administration, or a related field.
• Well-versed in multi-capability selling and the definitions and criteria under the Key Account Management program.
• Well-versed in freight forwarding, landside logistics, and key competitors in the APAC region; Contract Logistics experience is desirable.
• Strong hunter mindset with demonstrated success in bringing on new logos and growing accounts across multiple products and trade lanes.
• Strong understanding of APAC trade lanes, customs regulations, and logistics infrastructure.
• Exceptional communication, negotiation, and presentation skills.
• Ability to travel across the Southeast Asia region as needed to engage with customers.
• Excellent collaborator with strong stakeholder management skills, capable of driving success across multiple teams and regions.

Equal Employment Opportunity (EEO)

DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success, and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion or belief.

By submitting your resume and application information, you authorize DP World to transmit and store your information in the worldwide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualification for this or other job vacancies.

About DP World

Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world's trade flow better, changing what's possible for the customers and communities we serve globally.

With a dedicated, diverse and professional team of more than 114,000 employees from 162 nationalities, spanning 78 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that's fit for the future. In Asia Pacific, DP World employs almost 10,000 people and has ports and terminals in 18 locations.

We're rapidly transforming and integrating our businesses -- Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.

What's more, we're reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we're at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimising disruptions from the factory floor to the customer's door.

WE MAKE TRADE FLOW

TO CHANGE WHAT'S POSSIBLE FOR EVERYONE.