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Key Account Pricing (KAP) Manager

This role is based in Plantation, FL.

Role Purpose

· Assist the KAP Sr. Manager in managing and leading the Key Account Pricing function for Americas. This covers the Field and National channels for countries that are live on Global Rating Engine (GRE)

· Manage the process for price setting, analysis and review of Key Account Pricing requests from AM countries. Maintain and manage an SLA for provision of world-class Key Account pricing services to countries

· Provide pricing consultancy leadership to Country Sales teams to maximize the yield, profitability and win rates of Country Key Account customers

· Manage the setup of proposed customer rates directly in the GRE rating system to highest quality standards and internal controls

· Drive the annual execution of AM countries GPI in GRE to standards of timeliness and quality, including monitoring of compliance to internal controls

· Lead in attaining high orientation to Customer Centricity of Pricing according to Global Pricing Policy and other standards

· Review and escalate to Sr. Manager any pricing proposals for Key Account Pricing Customers. Give expert advice and recommendations for Country review decisions

· Drive the execution of Global Customer Implementations including General Price Increases and Services and Surcharges

· Manage and develop a Centre of Excellence comprising Key Account Pricing Agents and Specialists.

Key Activities:

· Support customer negotiations and provide functional expertise to customers and customer managers, as needed

· Manage a team of professional Key Account Agents & Specialists to deliver results and meet company targets and goals

· Provide pricing process alignment and engagement within the AM region and globally

· Review and manage cross regional alignment on tactical and strategic pricing elements for Key Account Pricing Proposals

· Manage the inputs for the AM Tender Review Board for National Sales Customers

· Support the inputs for Country TRB decisions

· Develop programs for managing Key Account Customers’ yield improvement via tactical initiatives (e.g. fuel surcharge compliance, GPI etc.)

· Drive skills and training to ensure Customer Centric rate design

· Develop programs to manage accuracy of Rates and Services & Surcharges implementation

· Drive and develop enhancements in modelling and simulation as appropriate

· Provide professional country, regional and global pricing consultancy

· Manage and lead the process for responding efficiently to pricing requests for country Key Account customers, including best-in-class analytics to maximize margins and yield

· Challenge pricing strategies, ensuring adherence to Regional and/or Global Pricing Policy

· Directly defend DHL’s price position both with internal customers.

· Conduct and manage country Key Account profitability review

· Provide pricing diagnostics review on tenders going to the Country Pricing Teams

· Develop appropriate global customers’ profitability and yield improvement compliance reports and analysis

· Recommend and advise on ways to improve key account customers’ yield and growth performance

· Publish and track key account customer’s yield performance monthly to management

· Analyze pricing requirements as stated in Country Input Files and ensure that appropriate and accurate pricing responses are delivered on time

· Ensure profitability and competitiveness in pricing decision making process for Field/National customers’ pricing proposals

· Publish and track customer pricing team’s capacity output to management

· Influence management’s decision making in relation to country Key Accounts

· Manage and develop a team of Key Account Pricing Agents & Specialists

· Train and coach junior staff, other pricing country/regional analysts/managers, Sales, and others, as appropriate.

· Present Stakeholders with information and updates on pricing strategies, tactics, and new programs, and the business usage of pricing tools.

Skills :

· Previous experience in managing, training and coaching staff preferred

· Knowledge and understanding of DHL pricing and costing methodologies and tools

· Previous experience with tools and models development

· Strong analytical capability including expertise in spreadsheet (Excel) and database (Access) programs

· Flair for figures and detail orientated. Proficient at working with data

· Solid strategic thinking capabilities

· Business and marketing orientated

· Objective decision making capability. Critical thinking and analytically strong

· Ability to influence and execute decisions. Assertive and able to drive change and new processes

· Excellent presentation and negotiation skills

· Excellent multi-tasking and project management skills

· Ability to integrate and work in diverse cultures and environments

Experience :

· +4 years working experience in related field e.g. Finance or Pricing

· Experience in pricing or costing within DHL. Hands-on experience of quantitative analysis

· At least 5 years’ experience working in DHL

· Fluent in English and Spanish and/or preferably Portuguese

Education :

· Degree in Accounting, Business, Finance, Economics or similar business related area

· Preferably backed by Master’s Degree or MBA.

EEO: “ DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics ”