About the role
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.
Your Responsibilities
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.
Requirements
Your Qualifications
- 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.
Your Competencies:
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
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