Key Account Manager

Job Purpose

The Key Accounts Manager (KAM) is responsible for managing and growing strategic client relationships, ensuring revenue growth, service excellence, and long-term partnerships within the transport and logistics domain.

Key Responsibilities

Key Account Management

• Manage and nurture relationships with key corporate clients and large accounts.
• Act as a single point of contact for all customer-related commercial and operational matters.
• Ensure contract adherence, pricing discipline, and service-level compliance.

Business Development & Revenue Growth

• Identify opportunities for wallet share enhancement within existing accounts.
• Drive volume growth through cross-selling and up-selling of transport and logistics services.
• Support RFQs, tenders, rate negotiations, and contract renewals.

Client Coordination & Service Delivery

• Coordinate with operations, billing, and customer service teams to ensure seamless service delivery.
• Monitor KPIs such as OTIF (On-Time In-Full), transit time, claims, and customer satisfaction.
• Resolve escalations and ensure timely closure of customer issues.

Commercial & Contract Management

• Prepare and manage SLAs, SOPs, rate cards, and service agreements.
• Track receivables, credit limits, and ensure timely payment collections.
• Work closely with finance teams for billing accuracy and dispute resolution.

Market & Customer Insights

• Analyze customer data, freight patterns, and lane profitability.
• Provide inputs for pricing strategies and service improvements.
• Keep track of competitor activity and market trends in surface transport.

Reporting & Documentation

• Prepare MIS reports on account performance, revenue, and growth metrics.
• Maintain customer documentation, contracts, and compliance records.
• Present periodic business reviews (MBRs/QBRs) with clients.

Key Skills & Competencies

• Strong understanding of surface transport, trucking, and logistics operations.
• Excellent negotiation, communication, and relationship management skills.
• Ability to work cross-functionally with operations and finance teams.
• Strong analytical and MIS reporting skills.
• Customer-centric mindset with problem-solving ability.