Director - Partnerships

Responsibilities

• Business Development: Lead business development and support the business development team for cross-border e-commerce customers globally.
• Service Management: Ascertain that key accounts are serviced and managed properly and are positioned to grow and gain profitability in accordance with the account plan.
• Client Engagement: Drive a client engagement strategy using onboarding resources made available through the region or enterprise; establish and maintain long-term strategic relationships that typically go beyond the sale of a single point solution.
• Strategic Partnering: Act as a strategic partner and key influencer, understanding the customer's priorities, personal objectives, and attitudes towards agility and competitor offerings.
• Navigating Hierarchical Structure: Effectively navigate the customer's political and hierarchical structure, establishing oneself as a trusted advisor at multiple levels.
• Executive Leadership Engagement: Effectively engage executive leadership at key stages of the sales process during which their involvement provides additional support.
• Account Performance: Demonstrate commitment and results-orientation; strive to maximize account performance and achieve growth targets.
• Product Development: Generate cross-border e-commerce business opportunities globally, define new products to onboard e-commerce clients.
• Quality Monitoring: Maintain direct and frequent contact with the operations management to monitor the current quality of client service delivery and to bring attention to shortfalls as early as possible.
• Implementation Support: Work with implementation teams to modify pricing due to implementation changes and to address external issues.
• Contract Administration: Monitor Service Level Agreements (SLAs), Scope of Work (SOWs), and Standard Operating Procedures (SOPs) as applicable.
• Proposal and Negotiations: Present business agreements to key decision makers to review business terms and conditions, customer understanding, and confirm customer expectations.
• Results-Oriented: Achieve results through effective project proposals, negotiations, and contracts.

Qualifications

• Bachelor's Degree in Business Administration
• Experience in or exposure to logistics, ecommerce, or transportation industries strongly preferred
• Minimum 10 years' experience in managing cross-border key accounts with a solid understanding of logistics/supply chain/express business
• Demonstrated account management skills
• Deep understanding of all cost implications and provisions required for competitive and final pricing models
• In tune with industry trends and developments, new innovations and technological advancements on merchant level and logistics, across the supply-chain level