Senior Manager - KAM

Key Account Management

• Serve as the primary point of contact for major FTL clients across sectors such as FMCG, Automotive, E-commerce, Pharma, and Industrial Goods.
• Ensure high service levels with timely execution and quick resolution of client concerns or escalations.
• Conduct regular business reviews with clients to discuss performance and suggest operational or service improvements.

Account Growth & Retention

• Identify opportunities for growth within existing accounts through cross-selling and up-selling initiatives.
• Drive account profitability by engaging strategically and managing contracts effectively.
• Monitor credit performance and coordinate with finance to ensure timely collections.

Operations & Execution Coordination

• Collaborate closely with dispatch, fleet, and control tower teams to ensure delivery commitments, including transit time, turnaround time (TAT), and proof of delivery (POD) compliance.
• Track shipments and proactively manage exceptions or disruptions in partnership with operations teams.

Performance Analysis & Reporting

• Track and analyze key performance indicators (KPIs) such as OTIF (On-Time In Full), damages, transit delays, vehicle placement, and route optimization.
• Provide regular management information system (MIS) reports to clients and internal leadership, highlighting service levels and account performance.

Client Onboarding & Implementation

• Manage the onboarding process for new clients, including designing standard operating procedures (SOPs), route planning, lane pricing, and operational handshakes.
• Support commercial negotiations during contract renewals and rate discussions.

Experience & Domain Knowledge

• Minimum 10 years of experience in Road Freight with strong expertise in managing key FTL clients.
• Deep understanding of the Indian FTL ecosystem, including market rates, lanes, and seasonal demand patterns.
• Exposure to contractual transportation, fleet planning, GPS tracking systems, control towers, and route optimization tools.

Skills & Competencies

• Strong client handling and negotiation skills.
• Analytical mindset with data-driven decision-making abilities.
• Proficient in MS Excel and PowerPoint.
• Excellent verbal and written communication skills.
• Willingness to travel for client meetings, site visits, and reviews as required.