Overview
The Regional Account Manager represents the Company’s Group in engaging with clients to foster partnerships, drive customer retention, and expand business opportunities. This role requires a strategic approach to account management, business development, and customer relationship management across South-East Asia and Oceania regions
Duties and Responsibilities:
1. Business Development
• Establish and maintain strong relationships with key customer contacts, including sourcing, operations/supply chain, and project stakeholders at the regional level.
• Analyse customers' supply chain needs to identify opportunities for Company’s services (air, sea, third-party logistics, and others).
• Develop and implement strategies for business continuity and expansion in collaboration with Regional/Country Sales & Marketing Heads and Executive Sponsors
2. Account Management
• Engage with decision-makers and influencers at the regional level to strengthen partnerships.
• Oversee multiple Global Key Accounts within the assigned region, ensuring alignment with business objectives.
• Meet and exceed budget targets, including net sales and volume.
• Lead in-country key account teams to enhance collaboration and efficiency.
• Maintain accurate customer profiles, including air and sea target volumes by trade lane.
• Regularly update customer relationship management (CRM) systems with account activities and insights.
• Manage (together with Global Account Manager) contracts, including Master Service Agreements (MSA), Statements of Work (SOW), and Non-Disclosure Agreements (NDA).
• Take ownership of key events, such as client meetings, requests for quotations (RFQs), and business implementations (standard operating procedures, trainings, projects, and reports).
• Collaborate with in-country Key Account Managers (KAMs) to develop tailored solutions addressing cost, quality, and value-added services based on customers' evolving needs.
• Address and drive in-country KAMs and resolve major service failures, claims, key performance indicator (KPI) issues, and accounts receivable (AR) concerns.
• Support profit and loss (P&L) improvement by providing relevant financial data to account management teams.
• Drive innovative solutions, adopting a partner-approach with internal and external stakeholders (customer).
Qualifications & Experience
• Experience:
-10 years in account management, with minimum 5 years in regional account management.
- Must be in the logistics / freight forwarding or supply chain industry
• Skills & Competencies:
o Strong sales and negotiation skills at the regional level.
o Proven ability to develop and execute business strategies.
o Expertise in budgeting and financial management.
o Excellent communication and stakeholder engagement skills.
Mon to Fi 8.30am - 6pm
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