DHL Express Middle East
Key Account Manager (Global Forwarding & Freight Logistics)
- Permanent
- Dubai, United Arab Emirates
- Experience 5 - 10 yrs
Job expiry date: 14/03/2026
Job overview
Date posted
29/01/2026
Location
Dubai, United Arab Emirates
Salary
AED 20,000 - 30,000 per month
Compensation
Comprehensive package
Job description
The Key Account Manager role at DHL Global Forwarding, Freight (DGFF) in Dubai, United Arab Emirates is a senior commercial position responsible for increasing company profit and shipment volumes by developing new and additional business across a portfolio of global and multinational key accounts within assigned sectors. DHL Global Forwarding is the air, ocean, and road freight specialist within DHL Group, delivering standardized transport services and highly specialized end-to-end logistics solutions across multiple industries worldwide. The role is accountable for executing regional sector strategies at a country level by building strategic partnerships, protecting and expanding existing business, and driving growth across all core forwarding products. The position requires gathering customer, sector, and market insights to proactively develop solutions aligned with sector needs and future growth opportunities. The Key Account Manager delivers portfolio budgets by winning new business, strengthening customer loyalty, and increasing profitability through structured account development plans. The role involves close collaboration with Sales, Marketing, Product, Operations, and regional and global account management teams to align country execution with regional and global commercial strategies. The position also leads complex consultative selling engagements, supports and leads RFQ, RFI, and RFP processes, manages customer implementations and handovers to operations, maintains accurate sales pipelines and KPIs in CRM systems, and coordinates with global and regional stakeholders to protect gross profit and activate growth initiatives across multinational customer portfolios.
Required skills
Key responsibilities
- Increase company profit and volumes by developing new and additional business across a portfolio of global and multinational key accounts within assigned sectors.
- Deliver portfolio budget targets by winning new business, increasing profitability, and strengthening customer loyalty through strategic partnerships.
- Translate regional sector strategy into a country-level sector development action plan with defined priorities, timelines, and must-win and must-retain customer targets.
- Build, execute, regularly update, and review detailed country account development plans for each key customer with clear goals on share of wallet growth and strategic initiatives.
- Collaborate closely with country Sales, Marketing, and Product teams by sharing sector expertise, market insights, competitor activity, best practices, and success stories.
- Identify customer needs and supply chain strategies proactively and develop tailored logistics solutions through consultative selling and value-based propositions.
- Map customer decision makers and influencers across procurement, supply chain, operations, finance, and senior leadership to increase customer proximity and engagement.
- Lead and deliver regular business reviews and quarterly business reviews with customers to demonstrate results, review performance, highlight risks, and identify growth opportunities.
- Collect customer and market intelligence and share insights internally to influence pricing logic, capability planning, solution design, and sector positioning.
- Coordinate with DHL global and regional Key Account Managers and product teams to protect country gross profits, resolve escalations, and activate growth projects.
- Lead country-led RFQ, RFI, and RFP submissions across products and target customers with clear win strategies, value propositions, and pricing logic.
- Support globally led RFQs with country-level customer insights, competitor intelligence, winning tactics, and product value propositions.
- Lead customer implementations and handover to Operations, ensuring smooth onboarding with clearly defined SLAs and SOPs aligned to commercial agreements.
- Maintain accurate sales pipelines, forecasts, and sales KPIs in CRM systems, ensuring accountability for timelines and conversion rates.
Experience & skills
- Hold a Bachelor’s degree from an accredited institution.
- Possess more than 6 years of professional experience in key account management, sales, or commercial roles within logistics, freight forwarding, or supply chain industries.
- Demonstrate experience managing global and multinational key accounts with complex local, regional, and global decision-making structures.
- Show proven capability in developing and executing sector strategies and account development plans at a country level.
- Demonstrate strong experience in consultative selling, strategic partnerships, and long-term commercial agreement development.
- Exhibit hands-on experience managing RFQ, RFI, and RFP processes across multiple logistics products.
- Demonstrate proficiency in maintaining sales pipelines, KPIs, and forecasting within CRM systems.
- Show ability to collaborate effectively in a matrix organization with cross-functional, regional, and global stakeholders.
- Demonstrate experience supporting customer onboarding, SLAs, SOPs, and operational handovers in a logistics or forwarding environment.
- Have experience coordinating with external service providers and third-party logistics partners when required.