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Open Jobs at DB Schenker

Senior Manager , Corporate Account Management - Apple

Your tasks

General Description:
Responsible for managing and developing assigned Account(s) at Greater China level, and the complex external and internal relationships necessary to do so. This position is pivotal to the growth of the account & requires significant interaction with management throughout the country, as well as interface with, and leadership of, the KAM/Sales team members.
Key Outcomes:
  • Understanding the opportunities the account presents and preparing annual planning for growth of business with the account within country
  • Growth of the account and delivery of financial metrics (revenue, volume, GP & DSO / AR where relevant) in the country in line with agreed budget and development targets
  • Successful market planning, business development planning and ensuring the implementation of country business opportunities, from initial opportunity creation to establishment of stable operation
  • Understanding where specific capabilities or solutions need to be developed in order to meet customer expectations and identifying those needs to local/area management

Specific Accountabilities:
  • Serve as the focal point of contact for the customer's Country Offices, and develop & maintain strategic multi-level relationships with those responsible for the various logistics functions of the customer
  • Be the internal consultant and coordinator for all aspects of business relationship & development with the Key Account in Greater China
  • Facilitate sharing of know-how about the Key Account with the rest of the Key Account team
  • Be the country point of liaison with the Key Account on all business-related matters pertaining to overall business process & implementation, including new potential business, commercial issues, scope of agreement, business improvements, & ongoing performance
  • Manage country account relationships with the Key Account to ensure excellent, long-term Business relationships at all levels throughout the country
  • Responsibility for account development and growth throughout the country, including strategy mapping, account penetration, customer relationship management and business improvement initiatives including: 1)Responsible for establishing and continuing leadership of a functional account management team in all the country and countries / locations, in co-operation with the VMM, GAM & local P&L’s 2)Country coordination role in the annual KAM budget and development planning process 3)Gathering information to provide a clear orientation of the customer's value chain within the country 4)Identification, detailing and evaluation of business opportunities in Greater China 5)Review (regarding general feasibility) and tracking of opportunities 6)Co-development of strategic thrusts in the country, together with the RAM or GAM (by product, geography, etc) 7)White spot identification (matching of top-down potential and current DB Schenker turnover => "white spots") and their economic evaluation 8)Maintain an overview of account status in the country at all times and report as required 9)Strategically partner with all pertinent internal country organizations, divisions and Business Units to ensure aligned business development, and consistent service and growth 10)Internal communication to key DB Schenker management to ensure clarity and alignment of all resources and infrastructure 11)Assist in the implementation of Key Performance Indicators and benchmarks; use of these indicators to monitor and report on performance, as required

  • Respond to complex and sensitive logistics issues and questions; create innovative and profitable solutions in tandem with specialist departments within DB Schenker
  • Engage on the whole process of RFQ
  • Arrange & participate in Business Reviews with the customer and country / country operations and business leaders
  • Interact with the Key Account to proactively drive business development through country meetings, workshops, sales calls, and other means


  • Preferably 8 - 10 years’ experience in the logistics industry or in a sales environment
  • Knowledge and understanding of international logistics operations across multiple modes.
  • The position requires extensive travel, domestically and internationally, and the associated intercultural competence & global thinking, and comprehensive knowledge and understanding of global integrated logistics requirements and solutions, across all logistics modes
  • Language skills preferred – fluency in English (written and spoken)

Our offer


Cindy Qian

Job Details


Senior Manager , Corporate Account Management - Apple




Schenker China Ltd.




May 25, 2020