Key Account Manager - Dubai, United Arab Emirates - Shipa

    Shipa
    Shipa Dubai, United Arab Emirates

    2 days ago

    Description

    Job Summary:

    We are seeking a highly motivated and results-oriented Key Account Manager to cultivate and expand relationships with our most valuable clients. This role requires a strategic mindset, strong relationship-building skills, and a deep understanding of customer needs.

    Your Responsibilities

    Account Management – eCommerce & Cross-Border:

    • Develop and implement strategic account plans tailored to eCommerce clients, including SMEs and global platforms.
    • Build and maintain strong relationships with key decision-makers at client organizations, especially those involved in digital commerce and cross-border fulfillment.
    • Identify and pursue growth opportunities in cross-border eCommerce, optimizing routes, services, and product offerings.
    • Enhance client onboarding and operational processes for seamless integration with our fulfillment, air/ocean, and last-mile delivery capabilities.
    • Ensure customer satisfaction and loyalty by aligning internal capabilities with client requirements in fast-paced eCommerce markets.
    • Roles could also extend ecommerce and also include managing SaaS customers and projects on wider initiatives 

    Revenue Generation:

    • Achieve and exceed revenue and margin targets across eCommerce accounts and strategic B2C/B2B2C segments.
    • Drive solution sales for international parcel delivery, express freight, cross-dock, returns management, and hybrid delivery models.
    • Collaborate with product, pricing, and solutions teams to tailor service bundles for cross-border and domestic eCommerce.

    Customer Relationship Management:

    • Understand digital commerce trends and work closely with clients to address logistics pain points.
    • Co-develop process improvements that enhance visibility, delivery speed, and cost-efficiency across the supply chain.
    • Maintain high service levels, proactively resolve issues, and act as a trusted logistics advisor.

    Sales Forecasting & Pipeline:

    • Maintain detailed forecasts and pipeline management with a focus on the eCommerce vertical.
    • Analyze sales data and campaign effectiveness to identify opportunities for upselling or improved service adoption.

    Stakeholder Management:

    • Collaborate with internal operations, customs, IT, and last-mile partners to ensure seamless service execution.
    • Represent the company at industry events and eCommerce-focused trade shows or webinars.
    Requirements

    Your Qualifications

    • Bachelor's degree in business, logistics, marketing, or a related field.
    • 5+ years of experience in key account management or logistics sales, ideally in the eCommerce or cross-border shipping space.
    • Deep understanding of eCommerce fulfillment processes, platforms (e.g., marketplaces, D2C), and digital integrations.
    • Proven track record of driving revenue and client success through consultative selling and process innovation.
    • Strong communication and project management skills.

    Your Competencies:

    Technical:

    • Familiarity with digital shipping solutions, eCommerce platforms (e.g., Shopify, Magento), and last-mile technology.
    • Proficiency in CRM systems and data-driven sales methodologies.
    • Strong analytical skills and the ability to translate logistics data into actionable insights.

    Behavioral:

    • Teamwork and Collaboration
    • Quality and Results focused
    • Learning Agility
    • Business Acumen
    • Strategic Thinking
    • Digital Savvy
    • Negotiation and influence
    • Emotional Intelligence
    • Decision Making

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