Manager, Global Accounts Management (Sales & Marketing)

We are seeking a commercially driven account management professional with experience in freight forwarding and contract logistics to lead and grow strategic global and regional customer relationships. The ideal candidate combines strong relationship-building skills with a focus on account retention, profitability and share-of-wallet growth. You will be adept at coordinating multi-country logistics solutions, working across teams to deliver operational excellence, and aligning solutions with customers’ long-term supply chain strategies.

Responsibilities

• Serve as the primary global contact and relationship owner for assigned key accounts, ensuring consistent communication, governance, and performance management across regions and business units.

• Develop and execute global account plans aligned with customer objectives and company strategic priorities, focusing on growth, innovation, and retention.

• Identify opportunities within the account portfolio to cross-sell integrated freight forwarding and contract logistics solutions, including air, ocean, warehousing, and value-added services.

• Facilitate global account reviews, quarterly business reviews (QBRs), and strategic alignment sessions with customer and internal stakeholders.

• Build multi-level relationships across operational, commercial, and executive stakeholders to strengthen customer trust, transparency, and collaboration.

• Act as an escalation point for service, operational, and billing matters, coordinating with country and regional operations to ensure resolution and service recovery.

• Translate customer feedback and performance metrics into actionable improvement initiatives with internal teams.

• Drive account profitability through pricing governance, cost control, and yield optimisation in line with agreed financial targets.

• Develop annual account budgets, forecasts, and pipeline updates, ensuring accurate visibility in Salesforce and internal reporting systems.

• Negotiate long-term agreements and renewals to safeguard commercial sustainability and customer satisfaction.

• Partner with country operations teams to deliver seamless customer implementation and continuous improvement.

• Oversee the development and periodic review of Standard Operating Procedures (SOPs) for each account to ensure operational alignment and compliance with customer SLAs and KPIs.

• Support implementation teams in project kick-offs and ensure smooth handover to operations post-launch.

• Monitor and report on account performance, service levels, and financial outcomes to management through structured dashboards and business reviews.

• Ensure adherence to company policies, Delegation of Authority, and contractual, ethical, and confidentiality obligations.

• Champion continuous improvement and innovation within the customer’s supply chain, leveraging digital tools, automation, and sustainability initiatives.

• Coach and guide internal stakeholders across regions and functions to align on global account objectives and customer requirements.

Prerequisites

• 10 - 12 years of experience in the Freight Forwarding or Contract Logistics Industry.

• Proven experience managing large key accounts of multi-national clients.

• Good working relationships with customers, vendors and agents.

• Strong knowledge of pricing for air and ocean freight, contract logistics and other supply chain solutions.

• Knowledge and specialisation in certain industry verticals such as automotive, industrials.

• Working knowledge of Cargowise and Salesforce.