Key Account Manager

Job Summary:

We are seeking a highly motivated and results-oriented Key Account Manager to cultivate and expand relationships with our most valuable clients. This role requires a strategic mindset, strong relationship-building skills, and a deep understanding of customer needs.

Account Management – eCommerce & Cross-Border:

• Develop and implement strategic account plans tailored to eCommerce clients, including SMEs and global platforms.
• Build and maintain strong relationships with key decision-makers at client organizations, especially those involved in digital commerce and cross-border fulfillment.
• Identify and pursue growth opportunities in cross-border eCommerce, optimizing routes, services, and product offerings.
• Enhance client onboarding and operational processes for seamless integration with our fulfillment, air/ocean, and last-mile delivery capabilities.
• Ensure customer satisfaction and loyalty by aligning internal capabilities with client requirements in fast-paced eCommerce markets.
• Roles could also extend ecommerce and also include managing SaaS customers and projects on wider initiatives 

Revenue Generation:

• Achieve and exceed revenue and margin targets across eCommerce accounts and strategic B2C/B2B2C segments.
• Drive solution sales for international parcel delivery, express freight, cross-dock, returns management, and hybrid delivery models.
• Collaborate with product, pricing, and solutions teams to tailor service bundles for cross-border and domestic eCommerce.

Customer Relationship Management:

• Understand digital commerce trends and work closely with clients to address logistics pain points.
• Co-develop process improvements that enhance visibility, delivery speed, and cost-efficiency across the supply chain.
• Maintain high service levels, proactively resolve issues, and act as a trusted logistics advisor.

Sales Forecasting & Pipeline:

• Maintain detailed forecasts and pipeline management with a focus on the eCommerce vertical.
• Analyze sales data and campaign effectiveness to identify opportunities for upselling or improved service adoption.

Stakeholder Management:

• Collaborate with internal operations, customs, IT, and last-mile partners to ensure seamless service execution.
• Represent the company at industry events and eCommerce-focused trade shows or webinars.

• Bachelor’s degree in business, logistics, marketing, or a related field.
• 5+ years of experience in key account management or logistics sales, ideally in the eCommerce or cross-border shipping space.
• Deep understanding of eCommerce fulfillment processes, platforms (e.g., marketplaces, D2C), and digital integrations.
• Proven track record of driving revenue and client success through consultative selling and process innovation.
• Strong communication and project management skills.

Technical:

• Familiarity with digital shipping solutions, eCommerce platforms (e.g., Shopify, Magento), and last-mile technology.
• Proficiency in CRM systems and data-driven sales methodologies.
• Strong analytical skills and the ability to translate logistics data into actionable insights.

Behavioral:

• Teamwork and Collaboration
• Quality and Results focused
• Learning Agility
• Business Acumen
• Strategic Thinking
• Digital Savvy
• Negotiation and influence
• Emotional Intelligence
• Decision Making