Key Account Manager – Direct Customers

Job Title:

Key Account Manager – Direct Customers (Freight Forwarding)

Location: Singapore

Position Overview:

The Key Account Manager (KAM) will be responsible for managing and developing strategic relationships with key multinational direct customers such as Electrolux, HP, and other major accounts. The role focuses on delivering exceptional service performance, driving revenue growth, and ensuring operational excellence across air, ocean, and multimodal freight solutions.

This position requires a results-oriented professional with strong commercial acumen, deep understanding of international freight forwarding operations, and the ability to coordinate cross-functional teams to meet customer expectations globally.

Key Responsibilities:

1. Account Management & Customer Relationship

• Act as the primary point of contact for assigned key accounts, ensuring seamless communication and trust-based relationships.

• Understand customers' supply chain requirements, priorities, and long-term business goals to tailor freight solutions accordingly.

• Conduct regular business reviews with customers to assess performance, address issues, and identify improvement opportunities.

• Manage customer expectations proactively, especially in capacity-constrained or irregular operational scenarios (e.g., peak season).

2. Business Growth & Commercial Development

• Identify and pursue upselling and cross-selling opportunities within existing accounts (e.g., expanding from air to ocean, warehousing, or project logistics).

• Collaborate with the sales and product teams to design customized freight and logistics solutions that align with the customer's cost and transit needs.

• Prepare and present commercial proposals, tender submissions, and renewal negotiations with profitability in mind.

3. Operational Coordination

• Liaise closely with operations, pricing, and procurement teams to ensure service delivery meets contractual KPIs.

• Monitor shipment performance and resolve service issues swiftly in coordination with regional and destination offices.

• Ensure smooth execution of SOPs, visibility platforms, and performance dashboards for strategic accounts.

4. Strategic & Data-Driven Management

• Track and analyze account performance metrics, shipment volumes, and profitability data to support decision-making.

• Provide monthly/quarterly reports to management, highlighting key developments, risks, and growth opportunities.

• Work cross-functionally with regional and global KAM teams to align service standards for global accounts.

Qualifications & Experience:

• Bachelor's degree in Logistics, Supply Chain Management, or Business Administration (preferred).

• Minimum 3–5 years of experience in Key Account Management or Business Development within international freight forwarding.

• Proven track record managing global or regional accounts (preferably B2B direct customers such as Electrolux, HP, Dell, Philips, etc.).

• Experience in multinational freight forwarders such as Apex Logistics, EFL, DSV, Kuehne+Nagel, DB Schenker, DHL Global Forwarding, or Expeditors.

• Strong knowledge of airfreight, ocean freight, and customs clearance processes.

• Excellent interpersonal, negotiation, and presentation skills.

• Proficient in MS Office and CRM tools (e.g., Salesforce, CargoWise).

• Fluent in English; Mandarin or Cantonese proficiency is an advantage (especially for China-linked accounts).

Personal Attributes:

• Customer-centric mindset with strong service orientation.

• Analytical thinker with problem-solving ability under pressure.

• Independent, proactive, and self-motivated with a hands-on approach.

• Strong team player with cross-cultural communication skills.

• Able to travel occasionally within Asia for business reviews or customer meetings.