DB Schenker Account Manager Interview Questions
& Process

The hiring process involved an initial phone call, followed by an in-person visit and a final interview with the team. Since it's a niche industry, the interviews weren't too tough. DB Schenker first posted the job internally for a few weeks, and only if they didn't find suitable candidates would they consider external applicants.

The role involves being the main point of contact for a customer's Regional Offices, building and keeping up strategic relationships at different levels with those in charge of logistics. You'll be an internal consultant for the business relationship and development with the Key Account in the region, sharing know-how with the team and acting as the regional liaison for all business matters like new business, commercial issues, agreements, performance, and improvements. This includes managing regional account relationships for long-term business, driving account development and growth through strategy mapping, penetration, relationship management, and improvement initiatives. You'll lead a functional account management team in the region, coordinating the annual KAM budget and planning. You'll gather info for a clear view of the customer's value chain in the region, identify, detail, and evaluate business opportunities, and track them for feasibility. You'll co-develop regional strategies with the GAM, identify and evaluate 'white spots' (potential vs. current turnover), and always keep an eye on the account status in the region, reporting as needed. You'll strategically partner with internal country organizations, divisions, and Business Units for aligned development, service, and growth, and communicate internally to ensure resource and infrastructure alignment. Assisting with Key Performance Indicators and benchmarks to monitor and report performance is also part of it. Tactically, you'll respond to complex logistics issues, create innovative solutions with specialist departments, get involved in the pre-RFQ process, help with a forward tender schedule (12 months), provide updates (4 weeks' notice for RFQs), assist in 'quick scans' for RFQ launches including business intelligence, help prove interest if PM/BU rejects a tender, act as regional case owner for contract issues, and assist in post-RFQ processes like post-mortem analysis for all tenders. You'll support new business implementation, arrange and participate in Business Reviews with the customer and internal leaders, and interact with the Key Account to drive business development through meetings, workshops, and sales calls.

I was contacted by HR and then had a meeting with the hiring managers to learn more about the role since the job description was very vague. The interview panel asked me a lot of questions without giving me any details about the position, even though I never formally applied. They set up a second round, and still, I didn't get any information about the actual role, just more questions. After two rounds, they didn't even bother to respond.