Job Summary
The Key Account Manager (KAM) – Logistics is responsible for managing and
growing strategic client accounts by delivering end-to-end logistics solutions. The
role focuses on customer retention, revenue growth, contract management, and
cross-functional coordination to ensure high service levels across freight,
warehousing, transportation, and supply chain services.
Key Responsibilities
Account Management & Growth
Manage and develop relationships with customers.
Act as the primary point of contact for assigned customers.
Onboard, implement new projects for customers and handover the projects to
operations
Drive revenue growth and margin improvement within existing accounts.
Client Relationship & Service Delivery
Understand client supply chain needs and propose tailored logistics solutions.
Ensure service level agreements (SLAs) and KPIs are met or exceeded.
Handle escalations, resolve service issues, and coordinate corrective actions.
Conduct regular business reviews (QBRs/MBRs) with customers.
Commercial & Contract Management
Prepare and negotiate pricing, contracts, and rate agreements.
Monitor profitability and cost drivers for each account.
Support tender responses and contract renewals.
Internal Coordination
Work closely with operations, customer service, finance, and procurement
teams.
Ensure that Monthly Billing is done on time. Follow up for collections.
Ensure smooth onboarding of new clients and new lanes/services.
Communicate customer forecasts, volume changes, and special requirements
internally.
Reporting & Analysis
Track account performance, volumes, revenue, and customer satisfaction.
Maintain CRM records and provide regular sales and performance reports.
Monitor market trends and competitor activity.
Key Requirements
Education
Bachelor’s degree in Business, Logistics, Supply Chain, or related field.
Experience
4–7 years of experience in logistics, freight forwarding, 3PL, or supply chain
sales.
Proven experience managing key or strategic accounts.
Strong understanding of logistics operations (air/sea/road freight,
warehousing, Last Mile Distribution, Transportation).
Skills & Competencies
Strong relationship-building and negotiation skills.
Commercial mindset with focus on profitability.
Excellent communication and presentation skills.
Ability to manage multiple accounts and priorities.
Data-driven, analytical, and detail-oriented.
Proficient in CRM and MS Office tools.
Key Performance Indicators (KPIs)
Revenue and margin growth per account
Customer retention rate
SLA and service performance
Customer satisfaction scores
Contract renewal success
