Key Account Manager

Role Title:

Business Unit:

Location:

Role Purpose:

strategic sales, new business development (NBD), and operational excellence

Key Accountability Area:

• New Business Development (NBD) -

  Prospecting and securing new e-commerce and D2C brands as clients for contract logistics services.
• Actively generate leads, qualify prospects, and close new deals with high-potential e-commerce clients to expand the company’s market share.

• Account Growth & Retention -

  Driving revenue growth, profitability, and high client retention rates within the assigned key account portfolio.
• Financial Management -
  Owning the P&L statement for assigned accounts, managing contract compliance, and optimizing margins.
• P&L Ownership: Drive profitability for your assigned accounts by managing costs, negotiating contract renewals, and monitoring commercial Terms of Trade (TOT).

• Operational & Service Excellence -

  Ensuring flawless execution of logistics operations (WMS, Transportation) as per agreed SLAs and KPIs. Collaborate with warehouse and transportation teams to ensure performance matches Service Level Agreements (SLAs) and internal KPIs like on-time delivery and inventory accuracy.

• Relationship & Stakeholder Management -

  Building robust C-suite and operational-level relationships with key client decision-makers.
• Client Relationship Management: Act as the single point of contact for key stakeholders, building long-term partnerships through regular reviews and Joint Business Planning (JBP).

• Strategic Account Farming & Growth:

  Identify upselling and cross-selling opportunities within existing e-commerce accounts to increase revenue and wallet share.

• Issue Resolution:

  Deep dive into client-facing issues (e.g., shipment delays, returns management) and coordinate across departments (Operations, Finance, Legal) to deliver timely solutions.

• Data-Driven Insights:

  Analyze account performance metrics and market trends to provide actionable reports for internal leadership and periodic business reviews for clients.

Qualification

Work Experience:

contract logistics or 3PL industry

Technical / Functional Competencies:

• E-commerce Supply Chain Expertise:

  Deep understanding of the e-commerce fulfillment ecosystem: first-mile, warehousing, pick/pack/ship, last-mile delivery, and reverse logistics management. Understanding of warehouse management systems (WMS), transport management (TMS).

• Logistics Solutions Design:

  Ability to understand client requirements and translate them into feasible, cost-effective 3PL solutions.

• Commercial & Negotiation Acumen:

  Strong capability in drafting proposals, negotiating complex contracts, and managing multi-million-dollar P&L statements.

• Analytical Skills:

  Proficiency in using data analysis tools (Advanced Excel, BI tools) to derive insights, track KPIs, and forecast demand/capacity needs.

• CRM Proficiency:

  Skilled in using CRM software (e.g., Salesforce, Zoho, HubSpot) for pipeline management and sales reporting.

Behavioral Competencies:

• Customer Centricity:

  A persistent focus on delivering value and exceptional service to clients, making them the priority.

• Communication & Influence:

  Excellent presentation and influencing skills to manage both internal stakeholders (operations, finance) and external C-level clients.

• Problem Solving & Resilience:

  High capacity to handle operational crises, troubleshoot complex issues under pressure, and bounce back from setbacks (essential for the dynamic e-commerce sector).

• Strategic Thinking:

  Ability to look beyond day-to-day operations and develop a long-term strategy for account growth and market penetration.

• Initiative & Proactivity:

  A self-starter who actively seeks out new business opportunities (NBD) and anticipates client needs before they arise.
• High emotional intelligence, exceptional negotiation abilities, and the capacity to function independently in a high-pressure environment.