Senior Key Account Manager (Freight Forwarding/Chinese/English)

Job Purpose

We are looking for an experienced Senior Key Account Manager to manage and develop strategic customers in Vietnam,  as a senior key account management.

The role is responsible for building long-term relationships with key customers, identifying business opportunities, developing logistics solutions, and driving revenue growth across freight services.

Key Responsibilities

1. Key Account Management

· Take ownership of assigned strategic accounts, and serve as the primary commercial contact.

· Build and maintain strong relationships with key decision-makers and stakeholders at customer organizations.

· Understand customers' business models, supply chain requirements and logistics challenges.

· Develop and execute account development plans to increase revenue, shipment volume and customer share.

2. Business Development & Sales

· Identify and develop new business opportunities within assigned key accounts.

· Drive sales of freight/logistics solutions, including air freight, ocean freight and other relevant logistics services.

· Conduct customer visits, business reviews, solution presentations and commercial negotiations.

· Prepare quotations, proposals and solutions based on customer requirements.

· Lead the sales process from opportunity identification through negotiation and contract closing.

3. Solution Selling

· Work closely with Operations, Customer Service, Product and other internal teams to design suitable logistics solutions.

· Analyze customer shipment profiles, lanes, volumes and service requirements to identify opportunities for optimization and business growth.

· Proactively propose new products/services and cross-selling opportunities.

4. Customer & Business Management

· Monitor account performance, revenue, shipment volume and profitability.

· Track market trends, competitors and customer business developments.

· Prepare regular sales forecasts, pipeline updates and account performance reports.

· Handle customer issues and coordinate with internal teams to ensure service quality and customer satisfaction.

5. Internal Collaboration

· Coordinate closely with Operations, Pricing, Finance, Customer Service and other functions to ensure smooth execution of customer requirements.

· Act as the bridge between the customer and internal teams, ensuring timely follow-up and resolution of business issues.

· Bachelor's degree in Business Administration, Logistics, Supply Chain, International Business or related fields.

· Around 8 years of experience in freight/logistics sales, preferably in international logistics, freight forwarding, express or 3PL.

· Proven experience in Key Account Management / Strategic Account Management / B2B Sales.

· Experience managing large corporate or multinational customers, preferably in manufacturing, automotive, electronics or other industrial sectors.

· Strong track record in business development, revenue growth and customer retention.

· Good understanding of freight forwarding and logistics solutions, including Air Freight and/or Ocean Freight.

· Strong commercial negotiation, presentation and communication skills.

· Ability to understand customer supply chain requirements and translate them into suitable logistics solutions.

· Good command of Chinese; English is an advantage.

· Willingness to travel for customer meetings when required.

Preferred Qualifications

· Existing network with large manufacturing/automotive accounts is highly preferred.

· Experience handling accounts with large shipment volume / complex supply chains.

· Experience working with automotive manufacturers/OEMs is a strong advantage.

· Experience in selling integrated logistics solutions rather than only transactional freight services.