Major Account Executive – Strategic Sales

About the role

The Commercial Department of DHL Express Costa Rica is looking for a Major Account Executive based in San José. You will manage and grow a portfolio of high‑value strategic customers, ensuring long‑term profitable relationships and delivering a best‑in‑class customer experience.

Key responsibilities

• Strategic Account Management: act as primary contact for key stakeholders, develop tailored account plans, and increase share of wallet.
• Business Development & Consultative Selling: identify and qualify new opportunities, present customized DHL Express solutions, and lead commercial negotiations.
• Performance Analysis & Reporting: monitor volume, revenue, profitability, and trends; maintain accurate data in CRM systems.
• Internal Collaboration: work closely with Operations, Customer Service, Finance, Credit, Marketing, and Pricing to resolve escalated issues and support cross‑functional projects.
• Market Insights & Thought Leadership: stay informed on market trends and competitive activity, sharing insights with internal teams.

Required profile

• Bachelor’s degree in Business Administration, International Business, Marketing, Engineering or related field.
• 3+ years of B2B sales, key account management or strategic/commercial experience, preferably in logistics, express or supply chain.
• Proven ability to build relationships with high‑value customers and conduct complex negotiations.
• Strong consultative selling skills and data‑driven approach to identifying customer needs.

Required skills

• CRM systems