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
