Regional Key Account Manager

Responsibilities

• Identify, qualify, develop, and pursue regional business opportunities for assigned key accounts, aligned with the Company growth priorities and account strategies.
• Build, strengthen, and maintain trusted relationships with regional client decision-makers, procurement stakeholders, operational contacts, and key influencers.
• Lead and coordinate regional account teams in the pursuit, development, and conversion of opportunities within the assigned territory.
• Execute the regional components of global account strategies, including agreed account plans, opportunity pipelines, and three-year growth plans.
• Partner closely with Global Key Account Managers (GKAMs), Operational Key Account Managers (OKAMs), country management teams, and relevant internal stakeholders to deliver integrated customer solutions.
• Serve as the Company key regional representative for assigned accounts, acting as the primary contact for client enquiries, escalations, and business development discussions.
• Maintain regular client engagement through quarterly business reviews, operational meetings, business updates, and relationship-management activities.
• Gather, analyse, and share market intelligence on customer requirements, industry developments, competitor activity, pricing norms, and regional business trends.
• Provide regional insights and local market perspectives to support global tenders, proposals, solution design, pricing discussions, and strategic opportunity pursuits.
• Coordinate with country operations and solution teams to ensure smooth transition, implementation, and operational handover for newly secured business.
• Monitor service delivery performance for assigned regional key accounts and proactively identify, manage, and escalate operational risks or service issues.
• Work with OKAMs, operations, finance, and country teams to resolve customer concerns, improve service delivery, and protect customer satisfaction and retention.
• Support working-capital and DSO performance by collaborating with finance and operations teams to address billing, collection, credit-control, and dispute-resolution matters.
• Maintain accurate and timely CRM records for accounts, stakeholder contacts, opportunities, activities, pipeline status, expected revenue, probability, and next actions.
• Provide weekly opportunity updates, regular pipeline reports, account performance summaries, and business insights to GKAMs and regional leadership.

Requirements

• Bachelor's Degree in Logistics, Supply Chain Management, Business, Computer Science, Information Technology, or another relevant discipline.
• At least seven years of relevant experience in the logistics, freight forwarding, supply chain, contract logistics, or related industry.
• Demonstrated experience in business development, key account management, solution selling, or strategic customer management.
• Proven track record of managing complex customer relationships, identifying commercial opportunities, and winning new business.
• Strong commercial acumen, with a sound understanding of pricing, margin management, customer profitability, and business mechanics.
• Experience working within a regional or global organisation, with the ability to coordinate effectively across multiple countries and functions, is preferred.
• Proficient in CRM systems and able to maintain disciplined opportunity management, pipeline reporting, and customer data accuracy.
• Strong presentation, reporting, and analytical skills, with proficiency in Microsoft PowerPoint and Excel.
• Fluent in business English, both written and spoken; proficiency in relevant local languages is an advantage or may be required depending on the assigned region.
• Possesses a proactive hunter mindset, strong execution focus, collaborative working style, client-centric approach, cultural agility, and willingness to travel as required.

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Company Intel

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