Key Account Manager

About the Role

As a Key Account Manager, you will manage and develop key accounts within the project division, ensuring customer satisfaction and driving business growth. This role requires a deep understanding of the logistics and freight forwarding industry, along with excellent relationship management and business development skills.

Responsibilities

• Manage and develop key accounts within the projects division, building strong relationships with clients and understanding their specific requirements.
• Act as the primary point of contact for key accounts, addressing their inquiries, concerns, and providing timely solutions.
• Develop and implement strategic account plans to maximize revenue and profitability while ensuring customer satisfaction and retention.
• Collaborate with internal teams, including operations, sales, and customer service, to ensure seamless execution of projects and meet customer expectations.
• Partner closely with internal teams to propose and implement value-added solutions that align with customer requirements.
• Identify new business opportunities within existing accounts and actively pursue new clients to expand the project division's customer base.
• Stay updated with industry trends, market conditions, and competitors' activities to identify potential risks and opportunities.
• Prepare and present regular reports on key account performance, revenue forecasts, and market analysis to the management team.
• Negotiate contracts, pricing, and terms with clients, ensuring profitability and compliance with company policies.
• Monitor and manage project budgets, ensuring cost-effective solutions and adherence to financial targets.
• Drive account growth by proactively identifying and upselling and cross-selling opportunities.
• Take ownership of key accounts, ensuring client satisfaction and project success.
• Build strong relationships with clients, focusing on retention and growth opportunities.
• Demonstrate consistent performance and growth in managing key accounts.
• Show leadership in client interaction, problem-solving, and business development.
• Work closely with internal teams (pricing, operations, and finance) to execute client projects.
• Support the pricing team on opportunities outside of assigned key accounts when required, assisting in pricing discussions and strategies for other projects.
• Ensure project profitability through effective pricing strategies and maintaining operational efficiency.
• Other duties as assigned.

Requirements

• Bachelor's degree in Business Administration, Logistics, or a related field (a plus).
• Proven experience in pricing, sales, and business development in the freight forwarding industry, with a focus on the project division.
• In-depth knowledge of project logistics, including heavy lift, oversized cargo, and multimodal transportation.
• Strong understanding of freight forwarding processes, regulations, and documentation requirements.
• Excellent communication and negotiation skills, with the ability to build and maintain long-term relationships with clients.
• Demonstrated ability to identify and capitalize on business opportunities, driving revenue growth.
• Strong analytical and problem-solving skills, with the ability to think strategically and make data-driven decisions.
• Proficient in using CRM software and Microsoft Office Suite.
• Ability to work independently, manage multiple priorities, and meet deadlines in a fast-paced environment.
• Willingness to travel as required to meet with clients and attend industry events.
• CargoWise experience preferred.

Skills

• Integrity: Adhere to Fracht’s Core Values and Vision. Operate in an open and honest manner to achieve trusting and reliable relationships with team members, customers, and vendors. Ability to accept mistakes and learn from them without apportioning blame.
• Flexibility: Learn and keep up to date with new developments, procedures, and regulations. Work efficiently in an environment with multiple shifting priorities.
• Communication: Effectively listen and communicate clearly with team members, customers, and vendors. Ability to interpret and disseminate information promptly.
• Problem Solving: Measure effectiveness in understanding problems and making timely, practical decisions. Ability to work well in groups and/or individually to develop alternative solutions.
• Accountability: Justify responsible actions and decisions to management. Be a reliable team player who can make accurate decisions with a sense of urgency.

Physical Requirements

• Ability to perform essential job functions consistently, safely, and successfully in accordance with ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance in accordance with ADA, FMLA, and other federal, state, and local standards.
• Must be able to lift and carry up to 20 lbs.
• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to talk, listen, and speak clearly on the telephone.