DSV – Global transport and logistics

DSV is one of the very best performing companies in the transport and logistics industry. 75,000 employees in more than 90 countries work passionately to 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, talent and enjoy responsibility, we’ll 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 DSV’s 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 KPI’s 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 DSV's 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 DSV's 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 5–8 years of commercial experience in freight forwarding, global logistics, or supply chain solutions

• Demonstrated success acquiring and growing top-tier Japanese multinational accounts—preferably 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. Let’s grow together as we continue to innovate, digitalise and build on our achievements.

With close to 150,000 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 don’t 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.

Start here. Go anywhere

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