WORK LOCATION : Singapore or Vietnam
Job Purpose
- The Key and Large Accounts Sales Manager will be responsible for managing and growing strategic relationships with high-value cargo customers across the assigned region.
- This role focuses on driving revenue, optimizing account performance, and delivering tailored solutions to meet the logistics needs of large freight forwarders, integrators, and multinational shippers.
Key Accountabilities
Account Management and Sales Strategy Execution
- Develop and execute strategic sales plans for key and large accounts to achieve revenue and volume targets
- Serve as the primary point of contact for top-tier customers, ensuring high levels of satisfaction and retention
- Conduct regular business reviews with clients to assess performance, identify opportunities, and address challenges
- Negotiate commercial agreements, including global and regional contracts, rate structures, and service commitments
Client Relationship Management
- Cultivate and maintain strong relationships with international clients, ensuring high levels of customer satisfaction and loyalty
- Act as a key liaison to address client requirements, facilitate cross-functional collaboration to deliver customised services, resolve issues, and support long-term business growth
- Aid in managing relationships with international clients within the regions, helping to ensure customer satisfaction and address client needs effectively
Market Intelligence and Business Development
- Monitor market trends, competitor activities, and customer developments to identify growth opportunities
- Collaborate with the cargo network planning and revenue management teams to optimize capacity allocation for key accounts
- Support the launch of new products, services, and routes by leveraging customer relationships
- Drive product strategies and goals to increase penetration across key accounts and enhance yields
Performance Tracking & Reporting
- Monitor sales performance metrics across international markets and provide actionable insights
- Prepare detailed reports and presentations for senior leadership to support strategic decision-making
Market Intelligence and Business Development
- Monitor market trends, competitor activities, and customer developments to identify growth opportunities
- Collaborate with the cargo network planning and revenue management teams to optimize capacity allocation for key accounts
- Support the launch of new products, services, and routes by leveraging customer relationships
Key Interfaces
- Provide regular updates and receive strategic guidance. Collaborate on aligning regional sales activities with broader objectives.
- Coordinate to ensure sales strategies are supported by appropriate product offerings and pricing models.
- Assist in managing client relations and ensuring satisfactory service delivery.
- Support participation in forums to gather market intelligence and industry trends.
Educational and Experience Requirements
- Bachelors degree in Business, Economics, International Relations, Sales, Marketing, or related field; MBA preferred
- 7-10 years of experience, ideally within international sales, preferably in the cargo or aviation industry. Comprehensive knowledge of cargo sales operations and client management, preferably with international sales exposure
