Key Account Manager

About the role

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

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.

Skills

• Key account management
• logistics sales
• eCommerce fulfillment processes
• digital integrations
• CRM systems
• data-driven sales
• solution selling
• project management
• last-mile technology
• cross-border shipping
• international parcel delivery
• express freight
• cross-border eCommerce
• trade show representation
• negotiation and influence