Senior Manager, Strategic Key Account Management

Role Purpose

The Senior Manager, Strategic Key Account Management will lead the development, retention, and growth of strategic customer relationships, in alignment with the overall commercial strategy for a Strategic Key Account. Acting as the Singapore and Regional account interface, the role translates customer priorities into executable account plans, coordinates Singapore and regional stakeholders, and drives customer satisfaction, profitable growth, and consistent service performance across new and existing businesses.

Key Responsibilities

• Strategic Account Leadership: Own and execute account strategies and annual plans for a strategic key account aligned with Singapore, regional, and global commercial objectives.
  
• Customer Relationship Management: Act as the primary point of contact, build trusted relationships with customer stakeholders, and maintain effective communication across local, regional, and global account teams.
  
• Business Growth & Opportunity Development: Identify, qualify, and develop opportunities across B2B and B2C integrated logistics, freight forwarding, warehousing, transportation, and value-added services, working with solution and operational teams to convert opportunities into sustainable revenue.
  
• RFI, RFQ & Solution Coordination: Lead or coordinate customer RFI and RFQ responses, ensuring commercial, operational, financial, and implementation inputs are integrated into a clear and competitive proposal.
  
• Commercial & Contract Management: Support contract execution, amendments, and renewals, and participate in commercial negotiations within delegated authority while protecting commercial quality, risk, and long-term account value.
  
• Account Governance & Performance: Organize and lead monthly business reviews and regional quarterly business reviews, monitor KPIs, track commitments, and ensure actions are closed with clear ownership and timelines.
  
• Financial & Receivables Oversight: Monitor account performance, revenue quality, and commercial commitments, and coordinate with Finance and Accounts Receivable teams to resolve billing, credit, and collection matters as required.
  
• Cross-Functional Execution & Escalation: Coordinate operations, implementation, solutions, finance, and support functions to address customer requirements, remove execution barriers, and escalate material risks through appropriate governance channels.
  
• Continuous Improvement & Customer Value: Proactively identify service, cost, process, and innovation opportunities, translating them into measurable improvements that strengthen customer experience and account performance.
  

Candidate Profile

• Experience: At least 8 years of relevant experience in logistics, freight forwarding, contract logistics, express, supply chain, or a similarly complex B2B and B2C service environment, including solid experience in regional strategic sales, business development, or key account management.
• Customer & Industry Knowledge: Strong understanding of supply chain operations, customer governance, and commercial account management, with the ability to connect customer requirements to practical logistics solutions.
  
• Commercial Capability: Demonstrated ability to develop account plans, manage opportunity pipelines, support pricing and negotiations, and balance growth, service quality, risk, and profitability.
  
• Analytical Capability: Able to analyze account performance, customer trends, and operational KPIs, identify root causes and opportunities, and present clear, evidence-based recommendations. Proficiency in Microsoft Excel, PowerPoint, and CRM systems is expected.
  
• Stakeholder Management: Strong communication, influencing, and program coordination skills, with the confidence to engage senior customers and collaborate across national, regional, and global teams in a matrix organization.
  
• Language: Proficient in written and spoken business English. Proficiency in Mandarin is required/strongly preferred to seamlessly communicate and negotiate with key regional client stakeholders and trade partners in Mandarin-speaking markets (e.g., Greater China / North Asia).
  
• Mobility: Willing and able to travel nationally or regionally as required by customer engagements, business reviews, and solution implementations, in accordance with company travel policies.
  

Preferred Qualifications

• Degree in Business, Supply Chain, Logistics, Marketing, or a related discipline.
  
• Experience managing complex regional or global accounts with multiple services, stakeholders, and operating locations.
  
• Experience leading customer implementations, solution development, commercial negotiations, and business reviews.
  
• Exposure to high-value, time-sensitive, technology, consumer electronics, or other strategically important supply chains.
  

Key Success Measures

• Achievement of agreed revenue, margin, retention, and new-business objectives for the assigned strategic account portfolio.
  
• Improved customer satisfaction, relationship depth, and executive engagement across assigned accounts.
  
• Consistent delivery of account plans, business reviews, opportunity actions, and customer commitments.
  
• Timely resolution of commercial, operational, and receivables issues, with effective closure of agreed corrective actions.
  
• Growth in the breadth and value of integrated logistics solutions adopted by strategic customers.
  

Core Competencies

• Strategic account leadership
  
• Commercial judgment and business development
  
• Customer focus
  
• Collaboration and influence
  
• Clear executive communication
  
• Accountability and execution discipline
  
• Analytical problem solving
  
• Integrity and discretion