Global Account Director

DSV Global transport and logistics

DSV is one of the very best performing companies in the transport and logistics industry. 75000 employees in more than 90 countries work passionatelyto deliver great customer experiences and high-quality services as part of the operation or in a variety of supporting roles. If you have the drive talentand enjoy responsibility well give you the support you need to explore your potential and forward your career.

About the Position:

The Global Account Director (GAD) is a senior commercial leader and a primary growth engine for DSVs Japanese Multinational Company (JP MNC) portfolio. Based in Tokyo you will drive strategic expansion and maximize Share of Wallet for our most prestigious Platinum and Gold accounts across all divisions and regions.

This is a high-impact role requiring a 70% hunting and 30% farming business mix. You will be responsible for both aggressive new business acquisition and the sophisticated management of existing global partnerships to ensure long-term retention and satisfaction.

Roles & Responsibilities:

Financial

Gross Profit responsibility for a Platinum and/or Gold account (maintain and develop account)

Strategic

Develop and execute the global account strategy and account plan

Leverage vertical knowledge industry insights and data to shape customer direction and value propositions

Customer Relationship Building

Build long-term trusted relationships with internal and external stakeholders

Commercial single point of contact for the account on a day-to-day basis

Actively search and identify opportunities within account and engage colleagues to further grow the account

Leads contract- and tender negotiations with customer stakeholders

Act as central escalation point for commercial operational and contractual issues (including Days Sales Outstanding (DSO) and Accounts Receivable (AR))

Operational

Pursue and share insights from accounts in industry with similar supply chains

Identify and resolve operational challenges of importance to customer in collaboration with the divisions

Define and agree on goals and KPIs for the logistics activities to match customer needs

Motivate and drive strategic improvement projects

DSV Collaboration

Drive coordination with executive tender and operational teams across divisions

Lead the account team and support Account Executive in steering the account team

Drive pipeline management incl. collection and maintenance of opportunities and awards (e.g. in CRM)

The candidate is expected to satisfy the following criteria: -

Sales Proficiency

Skilled in driving strategic account growth through consultative value-based negotiation

Expert in global account management and execution of strategic customer lifecycle management

Capable of influencing senior stakeholders and steering complex end-to-end commercial engagements

Mastering contract negotiations / renegotiation and educated in the DSV legal policies

Customer Relationship Management

Builds and sustains executive relationships and navigates cross-cultural dynamics to secure long-term

partnerships and align customer and internal priorities

Acts as the primary commercial contact across global business functions and locations

Product and Service Knowledge

Strong command of DSVs integrated logistics offerings and the translation into customer-specific solutions

Advises on scalable customized logistics strategies aligned with customer needs and business objectives

In-depth knowledge of DSVs logistics services across all divisions including regional strengths

Pipeline CRM & Market Insights

Uses CRM and performance dashboards to drive opportunity visibility forecasting and pipeline conversion

Applies industry trends vertical insights and customer-specific intelligence to shape strategy

Identifies emerging needs and proactively shares data-driven recommendations for account development

Represents DSV a thought leader in the respective subvertical

Personal qualifications

Visionary and commercially strategic with an ability to shape long-term growth roadmaps

Trusted advisor with strong executive presence and the ability to influence at C-suite level

Cross-cultural team leader who fosters collaboration and aligns global stakeholders

Composed and outcome-focused navigating pressure with structured problem-solving

Resilient and agile in managing ambiguity and evolving customer landscapes

Specific experience in the following areas:

Minimum 58 years of commercial experience in freight forwarding global logistics or supply chain solutions

Demonstrated success acquiring and growing top-tier Japanese multinational accountspreferably with regional or global scope

Track record of hunting and converting large-scale opportunities from Japanese HQs not just account servicing

Experience working in a regional or global matrix organization collaborating across markets and divisions

Native-level Japanese and business-level English required to navigate both local and global stakeholders

Willingness to travel within Japan across Asia Pacific and globally as needed to drive strategic account development

DSV Global transport and logistics

Working at DSV means playing in a different league.

As a global leader in transport and logistics we have been on an extraordinary journey of growth. Lets grow together as we continue to innovate digitalise and build on our achievements.

With close to 150000 colleagues in over 90 countries we work every day to offer solid services and meet our customers needs and help them achieve their goals. We know that the best way to achieve this is by bringing in new talent fresh perspectives and ambitious individuals like you.

At DSV performance is in our DNA. We dont just work we aim to shape the future of logistics. This ambition fuels a dynamic environment built on collaboration with world-class team players accountability and action. We value inclusivity embrace different cultures and respect the dignity and rights of every individual. If you want to make an impact be trusted by customers and grow your career in a forward-thinking company this is the place to be.

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