# Key Account Manager

**Company:** [Shipa](http://jobs.workable.com/companies/dJi7DMc47kiiceiWh9rtoE.md)
**Location:** Dubai, United Arab Emirates
**Workplace:** on site
**Employment type:** Full-time
**Department:** Shipa Freight

[Apply for this job](http://jobs.workable.com/view/9049e18f-9a74-4bb1-abd4-a3c3a537aab6)

## Description

**Job Summary:**

_We are seeking a highly motivated and results-oriented Key Account Manager to cultivate and expand relationships with our most valuable clients. This role requires a strategic mindset, strong relationship-building skills, and a deep understanding of customer needs._

### Your Responsibilities

Account Management – eCommerce & Cross-Border:

-   Develop and implement strategic account plans tailored to eCommerce clients, including SMEs and global platforms.
-   Build and maintain strong relationships with key decision-makers at client organizations, especially those involved in digital commerce and cross-border fulfillment.
-   Identify and pursue growth opportunities in cross-border eCommerce, optimizing routes, services, and product offerings.
-   Enhance client onboarding and operational processes for seamless integration with our fulfillment, air/ocean, and last-mile delivery capabilities.
-   Ensure customer satisfaction and loyalty by aligning internal capabilities with client requirements in fast-paced eCommerce markets.
-   Roles could also extend ecommerce and also include managing SaaS customers and projects on wider initiatives 

Revenue Generation:

-   Achieve and exceed revenue and margin targets across eCommerce accounts and strategic B2C/B2B2C segments.
-   Drive solution sales for international parcel delivery, express freight, cross-dock, returns management, and hybrid delivery models.
-   Collaborate with product, pricing, and solutions teams to tailor service bundles for cross-border and domestic eCommerce.

Customer Relationship Management:

-   Understand digital commerce trends and work closely with clients to address logistics pain points.
-   Co-develop process improvements that enhance visibility, delivery speed, and cost-efficiency across the supply chain.
-   Maintain high service levels, proactively resolve issues, and act as a trusted logistics advisor.

Sales Forecasting & Pipeline:

-   Maintain detailed forecasts and pipeline management with a focus on the eCommerce vertical.
-   Analyze sales data and campaign effectiveness to identify opportunities for upselling or improved service adoption.

Stakeholder Management:

-   Collaborate with internal operations, customs, IT, and last-mile partners to ensure seamless service execution.
-   Represent the company at industry events and eCommerce-focused trade shows or webinars.

## Requirements

### Your Qualifications

-   Bachelor’s degree in business, logistics, marketing, or a related field.
-   5+ years of experience in key account management or logistics sales, ideally in the eCommerce or cross-border shipping space.
-   Deep understanding of eCommerce fulfillment processes, platforms (e.g., marketplaces, D2C), and digital integrations.
-   Proven track record of driving revenue and client success through consultative selling and process innovation.
-   Strong communication and project management skills.

### Your Competencies:

Technical:

-   Familiarity with digital shipping solutions, eCommerce platforms (e.g., Shopify, Magento), and last-mile technology.
-   Proficiency in CRM systems and data-driven sales methodologies.
-   Strong analytical skills and the ability to translate logistics data into actionable insights.

Behavioral:

-   Teamwork and Collaboration
-   Quality and Results focused
-   Learning Agility
-   Business Acumen
-   Strategic Thinking
-   Digital Savvy
-   Negotiation and influence
-   Emotional Intelligence
-   Decision Making