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