Key Account Manager - Commercial Lead Ports & Terminals

Job Description

DP World are recruiting for a Key Account Manager - Commercial Cluster Lead P&T to join our team. The role will be based either in UK, Netherlands or Belgium. As a Key Account Manager, you will play a pivotal role in shaping DP World’s long-term commercial relationships and growth with carrier customers. You will also be accountable for delivering on the specific customer accounts' short- and long-term performance metrics.

Your Responsibilities:

• Develop and manage regional relationships with key carrier customers, promoting relationship building and value creation across DP World’s regional portfolio of terminals.
• Assist in the activation and enablement of the executive leadership engagement plan for DP World regional stakeholders (CEO, CCO, Port Leads, Terminal GM, Terminal Commercial Teams, etc.).
• Plan and chair Quarterly Business Review (QBR) sessions at the regional level with assigned customers, driving internal focus and commitment to build customer trust, feedback, and business development.
• Identify and develop headquarters/regional relationships across various disciplines (trade, marketing, network, sales, operations, procurement, etc.).
• Develop and own the Regional Terminal Partnering agenda with each assigned Carrier account, including initiatives such as Port Hours Saved, waste identification and removal, decarbonization targets, product development aspirations, and network enablement.
• Provide strategic views of customer deals across geographies and recommendations on negotiation strategy, stakeholder management, and maximising customer values for DP World.
• Create and maintain an overall ‘enterprise’ pricing model to quantify the monetary and strategic value of Key Client relationships, guiding pricing decisions and contract negotiations.
• Co-create and advance global/regional/local customer strategies and value propositions with input from the global and local commercial team.
• Drive global, regional, and local sales engagement plans for customers with KCM peers, regional commercial leads, and terminal commercial teams to ensure effective communication and problem-solving.
• Support regions and terminals in executing Key Client strategies, ensuring the delivery of propositions, outcomes, and experiences sold.
• Develop a deep understanding of markets, commercial trends, competition, and customer insights to translate into growth opportunities for DP World.
• Develop a personal network within the business sector, obtain market intelligence, and enhance the visibility and reputation of the organization, its products, and services.
• Actively develop the global Lean agenda through training and application, stimulating the use of Lean tools and processes to improve customer experience and satisfaction.

Your Profile:

• Bachelor’s degree/University degree or equivalent experience.
• Financial or business-related qualification.
• 5+ years of relevant industry work experience post-qualification.
• Proven experience in business development activities, preferably within the ports and logistics industry.
• Exceptional relationship management and networking abilities, with a genuine passion for the industry.
• Strong communication skills in all forms, with experience in European culture and working environment.
• Excellent project and time management skills.
• Highly numerate with solid ability in financial analysis, forecasting, project costing, and budget preparation and monitoring.
• High competence and understanding of legal documents and financing structures.
• Well-rounded professional knowledge of the ports and intermodal business, including legal, commercial, operations, civil engineering, and financial aspects of port and logistics-related investments.
• Proactive worker with energy, drive, and determination to develop and implement ideas.
• Ability to work independently and as a team player.
• Encourages and seeks opportunities to improve, innovate, and implement changes to support the business.
• Solid persuasion and commercial negotiation skills with the ability to maintain strategic relationships.
• Fluent in English; additional languages are a bonus but not required.