DHL is a global leader in the logistics industry, operating as a major division of the DHL Group. The company provides a comprehensive suite of services including international express delivery, air and ocean freight, road and rail transportation, and contract logistics. With a workforce of approximately 600,000 employees worldwide, it serves as a critical backbone for global trade and e-commerce across more than 220 countries and territories.

In Spain, DHL maintains a massive operational footprint through its various divisions such as DHL Express, DHL Supply Chain, and DHL Global Forwarding. The company is a significant employer for international professionals, offering roles that range from specialized IT and data analysis to large-scale operations management. Its presence in major Spanish logistics hubs and its status as a certified Top Employer make it a primary destination for expats seeking career stability and growth within a multicultural corporate environment.

Founded in 1969 in San Francisco, DHL began as a courier service between California and Hawaii. It was gradually acquired by the German postal service, Deutsche Post, becoming its primary logistics brand and expanding into the world's largest logistics company.

For international professionals

DHL is consistently certified as a 'Top Employer' in Spain, highlighting its commitment to high-quality HR standards and employee well-being.
The company offers a wide range of corporate roles in IT, Finance, and HR that often require English as a primary working language.
With a presence in numerous Spanish regions including Madrid, Catalonia, the Basque Country, and Valencia, it offers diverse geographic options for relocation.
DHL provides structured 'Junior Development Programs' and internships, which are excellent entry points for international graduates moving to Spain.
The 'Lead Logistics Partner' (LLP) division in Spain frequently recruits for analytical and management roles that involve international stakeholder coordination.

Head of Key Account Management (KAMs) – Spain

DHL

This job was originally posted in Spanish and automatically translated to English. You'll most likely need Spanish to apply.

Job Description

Do you want to be part of the world's leading logistics company? Do you have experience managing commercial teams? We have the perfect opportunity for your professional development!

At DHL Global Forwarding, we are looking for a person to join as Head of Key Account Management for our headquarters in Coslada, Madrid.

What do we expect from you as part of the best specialized team?

Lead, define, and execute the business development strategy for the assigned sectors through the KAM team, maximizing growth in volume, revenue, and profitability.

You will be responsible for the team's performance through the acquisition of new strategic clients, as well as the maintenance and development of the client portfolio; ensuring budget compliance and positioning the company as a benchmark in key sectors.

Define the commercial strategy by sector, aligned with the company's global objectives.
Ensure the creation and implementation of strategic plans per sector.
Identify market opportunities, sector trends, and new business models.
Lead, motivate, and develop the KAM team, setting objectives and monitoring performance and commercial KPIs.
Oversee key account management and participate in strategic negotiations.
Drive and participate in strategic client visits.
Coordinate with product teams to launch innovative solutions to the market.
Organize sector events with clients.
Promote Cross Selling opportunities with other DHL divisions.
Develop the network with Global and Regional Sector Heads.
Guarantee the fulfillment of the team's budget.
Ensure quality standards and regulatory compliance.
Any other additional functions related to the job position.

Key Competencies and Requirements:

Leadership and development of high-performance teams.
Strategic vision and strong results orientation.
Solid negotiation skills, including contractual terms and strategic agreements.
Commercial experience in international logistics and foreign trade.
Customer orientation and strategic account management.
High capacity to influence external and internal stakeholders in a multinational environment.
Rigor in execution and commercial discipline.
Autonomy and decision-making.
Bachelor's degree or Degree (MBA valued).
High level of English C1/C2.
Native level of Spanish or B2/C1.
Minimum 8-10 years of experience in commercial positions within the logistics sector (Freight Forwarding valued).
Experience leading commercial teams.
Solid knowledge of the transport and logistics sector.
Availability to travel.

What do we offer?

Joining the world's leading company in the logistics sector.
Permanent contract.
Attractive fixed and annual variable remuneration based on individual and business objectives.
Attractive benefits:

24 working days of vacation.
Company vehicle linked to the position.
Life Insurance.
Private Medical Insurance for you and your spouse/descendants, 50% paid by DHL.
Flexible remuneration plan: Childcare, Transport, and Medical Insurance.
DHL CLUB discount club.
DGF "Be Wellbeing" plan: Fruit in the office and physiotherapy sessions subsidized by 50%.
Contribution plan to the company's share program, with a 15% discount, starting from 3 months of contract.

Why DHL?

Because we care about people and put the customer at the center of our approach. We have renewed our Certification as Top Employer in Spain and globally, and we are also certified as a Great Place to Work.

DHL Global Forwarding is the division of the Deutsche Post DHL Group specializing in air and ocean freight transport and value-added services.

Through our global network of own offices, we offer door-to-door solutions, including value-added services associated with logistics chain management (customs, insurance, end-to-end temperature-controlled transport, dangerous goods, etc.).

Our team of professionals worldwide positions us as leaders in service quality, with the customer at the center of our activity, and a culture of innovation and continuous improvement.

At DHL Group, we are committed to equal opportunities and reject any form of discrimination. Our selection criteria are based on the qualifications, performance, competencies, and experience provided by each person.

View original advert (Spanish)

¿Quieres formar parte de la compañía líder en logística del mundo? ¿Tienes experiencia gestionando equipos comerciales? ¡Tenemos la oportunidad perfecta para tu desarrollo profesional!

En DHL Global Forwarding buscamos una persona que se incorpore en el puesto de Head of Key Account Management para nuestras oficinas centrales en Coslada, Madrid.

¿Qué esperamos de ti como parte del mejor equipo especializado?

Liderar, definir y ejecutar la estrategia de desarrollo de negocio de los sectores asignados a través del equipo de KAMs, maximizando el crecimiento en volumen, ingresos y rentabilidad.

Serás responsable del desempeño del equipo a través de la captación de nuevos clientes estratégicos, así como el mantenimiento y el desarrollo del portfolio de clientes; asegurando el cumplimiento del presupuesto y posicionando a la compañía como referente en los sectores clave.

Definir la estrategia comercial por sectores, alineada con los objetivos globales de la compañía.
Asegurar la elaboración e implementación de planes estratégicos por sector.
Identificar oportunidades de mercado, tendencias sectoriales y nuevos modelos de negocio.
Liderar, motivar y desarrollar el equipo de KAMs, estableciendo objetivos y realizando seguimiento del rendimiento y KPIs comerciales
Supervisar la gestión de cuentas clave y participar en negociaciones estratégicas.
Impulsar y participar en visitas estratégicas a clientes.
Coordinar con los equipos de producto para lanzar soluciones innovadoras al mercado.
Organizar eventos sectoriales con clientes.
Fomentar las oportunidades de Cross Selling con el resto de las divisiones de DHL.
Desarrollar el Network con Global y Regional Sector Heads
Garantizar el cumplimiento del presupuesto del equipo.
Asegurar los estándares de calidad y cumplimiento normativo.
Cualquier otra función adicional relativa al puesto de trabajo.

Competencias clave y Requisitos:

Liderazgo y desarrollo de equipos de alto rendimiento.
Visión estratégica y fuerte orientación a resultados.
Solida capacidad de negociación incluyendo términos contractuales y acuerdos estratégicos.
Experiencia comercial en logística internacional y comercio exterior.
Orientación al cliente y gestión de cuentas estratégicas.
Alta capacidad de influencia con stakeholders externos e internos en entorno multinacional.
Rigurosidad en la ejecución y disciplina comercial.
Autonomía y toma de decisiones.
Licenciatura o Grado (MBA valorable).
Nivel de inglés alto C1/C2.
Nivel de español nativo o B2/C1.
Experiencia mínima de 8-10 años en posiciones comerciales dentro del sector logístico (valorable Freight Forwarding)
Experiencia liderando equipos comerciales.
Sólido conocimiento del sector de transporte y logística.
Disponibilidad para viajar.

¿Qué ofrecemos?

Incorporación en la compañía líder en el sector de la logística a nivel mundial.
Contrato indefinido.
Interesante remuneración fija y variable anual basado en objetivos individuales y de negocio.
Interesantes beneficios:

24 días laborables de vacaciones.
Vehículo de empresa vinculado al puesto.
Seguro de Vida.
Seguro Médico privado para ti y para tu cónyuge / descendientes, pagado al 50% por DHL.
Plan de retribución Flexible: Guardería, Transporte y Seguro Médico.
Club de Descuentos DHL CLUB.
Plan "Be Wellbeing" DGF: Fruta en la oficina y sesiones de fisioterapia subvencionadas al 50%.
Plan de aportaciones a programa de acciones de la compañía, con un 15% de descuento, a partir de los 3 meses de contrato.

¿Por qué DHL?

Porque nos importan las personas y ponemos al cliente en el centro de nuestro enfoque. Hemos renovado nuestra Certificación como Top Employer en España y a nivel global, y también estamos certificados como Great Place to Work.

DHL Global Forwarding es la división del Grupo Deutsche Post DHL especializada en el transporte de carga aérea y marítima, y servicios de valor añadido.

A través de nuestra red mundial de oficinas propias, ofrecemos soluciones puerta a puerta, incluyendo servicios de valor añadido asociados a la gestión de la cadena logística (aduanas, seguros, transporte con control de temperatura end to end, mercancías peligrosas, etc..).

Nuestro equipo de profesionales en todo el mundo nos posiciona como líderes en calidad de servicio, siendo el cliente el centro de nuestra actividad, con una cultura de innovación y mejora continua.

En DHL Group estamos comprometidos con la igualdad de oportunidades y rechazamos cualquier forma de discriminación. Nuestros criterios de selección se basan en la cualificación, el desempeño, las competencias y la experiencia aportada por cada persona.