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Open Jobs at DB Schenker

Senior Manager – Strategic Accounts – Auto

Your tasks

  • The roles’ responsibility is to manage and expand business with assigned German OEM key accounts in the Automotive Vertical Market for China, as well as to contribute to the successful acquisition and maintenance of other strategic customers for Schenker China.
  • With an overall aspect of Business Development, the incumbent also has a responsibility to represent the DB Schenker as an organization in China market, particularly vis-à-vis logistics decision makers of large major foreign businesses.


Specific Accountabilities
  • Responsibility to support and drive business development activities of Schenker North China and for achieving pre-defined sales targets for assigned accounts.
  • Leading overall account management and ownership across products and China sub-regions of assigned strategic accounts as per Greater China Sales policy
  • Derive business plan including detailed customer engagement model for the assigned accounts in alignment with global and regional stakeholders
  • Identify business opportunities and independently coordinate customers RFQs including
    • Pre-tender resource preparation
    • Close cooperation with corporate tender management team
    • Lead technical presentation and commercial negotiations
    • Steer contract negotiations with review functions in head office
    • Coordinate implementation with respective product teams
  • Support business penetration strategies for defined large-scale accounts in China in cooperation and alignment with General Management and Sales Management
  • Act as main contact window to customer for all commercial topics and first escalation point for operational issues
  • Set and exceed annual volume and revenue budget over all products in DB Schenker’s portfolio(air, ocean, land and contract logistics)
  • Continuous effort in improving operational model for existing business to increase service quality and customer satisfaction
  • Maintain KAM ‘fundamentals’ including but not limited to CRM data, pipeline, signed contracts, internal/external SOP, agreed rate sheets and credit application
  • Implement and conduct regular communications/business review meetings with customers
  • Steer claim solving process with customers and internal stakeholders
  • Represent DB Schenker Beijing towards mainly European business partners and decision makers, including representation in chamber and other business events

Skills Required
  • Fluent in English and German; knowledge in Mandarin is advantageous
  • Excellent customer engagement and interpersonal skills
  • Positive and convincing attitude, motivated and eager to gain business
  • Business development focused and strong “selling” ability
  • Strong communication, presentation and negotiation skills
  • Ability to handle/manage conflicts with internal and external parties and solve problems efficiently
  • Knowledge of International Trade and relevant Laws, Regulations, Process and Procedures, common IT tools, and customer service applications.

Experience and Qualifications
  • University degree or equivalent in business or logistics fields
  • Min 8 years of experience in a general management or business development / key account role
  • Experience in international transport and logistics field, preferably with knowledge of Automotive OEM business.
  • Profound knowledge of automotive industry

Core Competences
  • Strong target & results focus
  • Strong commitment and willingness to take ownership
  • Excellent team work behavior
  • Strong communication and negotiation/mediation skills
  • Empathetic, positive and motivating personality
  • Passion and persistence to convince and sell
  • Ability adapting to constantly changing circumstances while maintaining a corporate perspective

Our offer

At DB Schenker, you are part of a global
logistics network that connects the world. A network that allows you to shape your career by
encouraging you to contribute and truly make a difference. With more than 76,000 colleagues
world wide, we welcome diversity and thrive on individual backgrounds, perspectives and skills.
Together as one team, we are Here to move


You may contact:

Job Details


Senior Manager – Strategic Accounts – Auto




Schenker China Ltd.




Feb 24, 2020