About the Company
Our client is an established international logistics and freight forwarding organization with a strong presence across Asia Pacific and a broad global network.The company provides integrated supply chain solutions across international freight forwarding, transportation, customs, warehousing, and value-added logistics services. With a strong customer-focused approach, the organization works with multinational and local companies across a diverse range of industries.As part of its continued growth in Japan and the wider APAC region, the company is seeking an experienced
Key Account Manager to develop strategic customer relationships, identify growth opportunities, and strengthen long-term partnerships with important regional and multinational accounts.
About the RoleThe Key Account Manager will be responsible for managing a portfolio of strategic customers and ensuring that the organization delivers consistent commercial value, service quality, and customer satisfaction.This position requires someone who can operate beyond traditional account management. The successful candidate will act as a trusted advisor to customers, understand their supply chain priorities, identify opportunities for further collaboration, and coordinate internal resources to deliver effective logistics solutions.The role will involve regular interaction with senior customer stakeholders as well as close collaboration with sales, operations, product, and management teams across Japan and the wider APAC region.
Key ResponsibilitiesStrategic Account Management
- Manage and develop a portfolio of key customer accounts across Japan and the APAC region.
- Build a deep understanding of each customer's business, supply chain, strategic priorities, and operational requirements.
- Develop structured account plans designed to strengthen customer relationships and identify opportunities for sustainable growth.
- Maintain regular engagement with customer stakeholders at operational, management, and executive levels.
- Position the company as a trusted logistics and supply chain partner rather than simply a service provider.
- Conduct regular business reviews and ensure agreed actions are followed through.
Customer Relationship Development
- Establish strong consultative relationships with key decision-makers and influencers within assigned accounts.
- Understand customer challenges and identify appropriate logistics or supply chain solutions.
- Proactively engage customers regarding service performance, upcoming requirements, market developments, and opportunities.
- Act as the primary internal advocate for strategic customers.
- Ensure customer expectations are clearly communicated across internal teams.
- Address issues proactively and coordinate appropriate escalation where required.
Account Growth & Business Development
- Identify opportunities to grow revenue and profitability within existing customer relationships.
- Develop opportunities across additional trade lanes, transportation modes, countries, or logistics services.
- Identify cross-selling and upselling opportunities across services such as:
- Air Freight
- Ocean Freight
- Road and Inland Transportation
- Customs Clearance
- Warehousing
- Contract Logistics
- Value-Added Supply Chain Services
- Work with sales and product teams to develop competitive customer solutions and commercial proposals.
- Support new business opportunities arising from existing customer networks and relationships.
- Contribute to customer tenders, RFQs, contract renewals, and expansion opportunities.
Strategic Account Planning
- Develop and maintain account strategies for assigned customers.
- Establish clear commercial, revenue, profitability, and relationship development objectives.
- Identify short-, medium-, and long-term growth opportunities.
- Maintain an effective customer stakeholder map and engagement strategy.
- Monitor progress against account objectives and adjust strategies where necessary.
- Identify potential commercial, operational, and relationship risks within key accounts.
Cross-Functional Collaboration
- Coordinate closely with internal Sales, Operations, Product, Customer Service, Pricing, and Management teams.
- Ensure customer strategies are understood and supported across the organization.
- Coordinate regional and international stakeholders where customer requirements span multiple countries.
- Support internal teams in resolving customer-related operational or commercial issues.
- Act as a senior point of escalation when complex customer matters require broader organizational support.
- Promote effective communication between customer-facing and operational teams.
Commercial & Performance Management
- Monitor account performance across revenue, volume, gross profit, service quality, customer satisfaction, and other relevant KPIs.
- Review account profitability and identify opportunities to improve commercial performance.
- Analyze customer trends, shipment volumes, product utilization, and growth opportunities.
- Use performance data to support account strategy and decision-making.
- Participate in commercial discussions regarding pricing, contract renewals, tenders, and service expansion.
- Ensure commercial commitments are appropriately aligned with operational capability and profitability expectations.
Customer Solution Development
- Work with Product and Operations teams to design solutions that meet changing customer requirements.
- Identify opportunities to improve supply chain efficiency, visibility, reliability, cost, or service performance.
- Support implementation of new customer solutions, services, and strategic programs.
- Coordinate implementation activities across relevant internal functions and countries.
- Ensure new solutions are monitored following implementation and that agreed outcomes are delivered.
Market Intelligence
- Maintain a strong understanding of freight forwarding, logistics, and supply chain market developments.
- Monitor relevant trends affecting customer supply chains, including freight rates, capacity, trade conditions, transportation disruptions, and regulatory changes.
- Stay informed regarding competitor activity and evolving customer expectations.
- Share relevant market intelligence with customers and internal stakeholders.
- Use market knowledge to identify commercial opportunities and potential risks.
Customer Satisfaction & Retention
- Maintain high levels of customer satisfaction across assigned accounts.
- Proactively identify service issues before they develop into larger customer concerns.
- Coordinate corrective actions with operational and product teams.
- Manage customer escalations professionally and ensure appropriate follow-up.
- Develop strong long-term relationships that support customer retention and account growth.
- Regularly gather customer feedback and translate it into actions that improve service delivery.
Experience & Qualifications
- Minimum 5–8 years of relevant experience within logistics, freight forwarding, transportation, or supply chain management.
- Previous experience managing strategic, multinational, or key customer accounts.
- Proven track record of developing and growing existing customer relationships.
- Strong understanding of the APAC logistics and freight forwarding environment.
- Practical knowledge of international Air Freight and Ocean Freight.
- Understanding of customs clearance, inland transportation, warehousing, and broader supply chain solutions would be advantageous.
- Experience supporting RFQs, tenders, pricing discussions, and contract negotiations.
- Strong commercial awareness with an understanding of revenue, gross profit, margins, and account profitability.
- Ability to develop and execute structured customer account plans.
- Strong analytical and problem-solving capability.
- Comfortable working with performance data and using it to support commercial decisions.
- Bachelor's degree in Business, Supply Chain Management, Logistics, International Trade, or a related discipline preferred.
Language Requirements
- Business-level Japanese and English are required.
- Ability to communicate effectively with both local Japanese stakeholders and international colleagues and customers.
Key Competencies
- Strong customer and relationship management skills.
- Commercial and strategic mindset.
- Excellent communication and stakeholder management capability.
- Strong analytical and problem-solving skills.
- High degree of ownership, integrity, and accountability.
- Ability to influence stakeholders without direct authority.
- Comfortable operating within an international matrix organization.
- Proactive and hands-on working style.
- Ability to manage multiple priorities within a fast-moving environment.
- Strong presentation and negotiation skills.
- Collaborative approach to working across functions and geographies.
- Results-oriented with a focus on sustainable customer growth.
Travel The position may require regular domestic travel and occasional travel within the APAC region for customer meetings, business reviews, industry events, and internal collaboration.Ideal CandidateThe successful candidate will be an experienced logistics account management professional who combines strong customer relationship skills with a commercial and strategic mindset.They will be comfortable engaging with senior decision-makers, understanding complex supply chain requirements, coordinating internal stakeholders across multiple countries, and identifying opportunities to expand customer relationships.This role would suit someone who enjoys developing long-term partnerships and wants to play a central role in growing strategic customer accounts within an international logistics organization.
upto 12m + Bonus
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