A )Job Purpose 

• The Key and Large Accounts Sales Manager will be responsible for managing and growing strategic relationships with high-value cargo customers across the assigned region.
• This role focuses on driving revenue, optimizing account performance, and delivering tailored solutions to meet the logistics needs of large freight forwarders, integrators, and multinational shippers.

B ) Key Accountabilities 

Account Management and Sales Strategy Execution

• Develop and execute strategic sales plans for key and large accounts to achieve revenue and volume targets
• Serve as the primary point of contact for top-tier customers, ensuring high levels of satisfaction and retention
• Conduct regular business reviews with clients to assess performance, identify opportunities, and address challenges
• Negotiate commercial agreements, including global and regional contracts, rate structures, and service commitments

Client Relationship Management

• Cultivate and maintain strong relationships with international clients, ensuring high levels of customer satisfaction and loyalty

• Act as a key liaison to address client requirements, facilitate cross-functional collaboration to deliver customised services, resolve issues, and support long-term business growth

• Aid in managing relationships with international clients within the regions, helping to ensure customer satisfaction and address client needs effectively

• Market Intelligence and Business Development

  • Monitor spanet trends, competitor activities, and customer developments to identify growth opportunities
  • Collaborate with the cargo network planning and revenue management teams to optimize capacity allocation for key accounts
  • Support the launch of new products, services, and routes by leveraging customer relationships
  • Drive product strategies and goals to increase penetration across key accounts and enhance yields

  Performance Tracking & Reporting

  • Monitor sales performance metrics across international spanets and provide actionable insights
  • Prepare detailed reports and presentations for senior leadership to support strategic decision-making

  • Market Intelligence and Business Development

    • Monitor spanet trends, competitor activities, and customer developments to identify growth opportunities
    • Collaborate with the cargo network planning and revenue management teams to optimize capacity allocation for key accounts
    • Support the launch of new products, services, and routes by leveraging customer relationships
    •  

C) Skills/Qualities Required 

• Client Management and Interpersonal Skills
• Team Collaboration and Support
• Analytical and Technical Proficiency 
• Analytical and Technical Proficiency 
• Advanced Sales Skills
• Adaptability and Innovation
• Adaptability and Innovation
• Commercial Acumen

D) Key Interfaces

• Provide regular updates and receive strategic guidance. Collaborate on aligning regional sales activities with broader objectives.
• Coordinate to ensure sales strategies are supported by appropriate product offerings and pricing models.
• Assist in managing client relations and ensuring satisfactory service delivery.
• Support participation in forums to gather spanet intelligence and industry trends.

E) Educational and Experience Requirements

Minimum Education requirements

• Bachelors degree in Business, Economics, International Relations, Sales, Marketing, or related field; MBA preferred

Experience 

7-10 years of experience, ideally within international sales, preferably in the cargo or aviation industry

Desired 

12+ years of experience with comprehensive knowledge of cargo sales operations and client management, preferably with international sales exposure