Key Account Manager

Shipa; Dubai; On-site; AED 240,000 - 420,000; Full time

Job summary

Shipa is seeking a highly motivated Key Account Manager to cultivate and expand relationships with our most valuable clients in eCommerce and cross-border shipping. You will drive revenue, optimize solutions, and align capabilities with client needs.

You will manage strategic accounts, develop plans, and collaborate with product, pricing and operations to deliver seamless fulfillment, last-mile delivery, and international parcel services.

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 (marketplaces, D2C), and digital integrations.
• Proven track record of revenue growth and client success through consultative selling and process innovation.
• Strong communication and project management skills.

Responsibilities

• Develop and implement strategic account plans for eCommerce clients and cross-border fulfillment.
• Build and maintain relationships with key decision-makers at client organizations.
• Identify and pursue growth opportunities in cross-border eCommerce and optimize routes and services.
• Enhance client onboarding and operational processes for seamless integration with our logistics capabilities.
• Drive revenue and margins across eCommerce accounts and collaborate with internal teams.
• Represent the company at industry events and webinars.

Skills

Key account management

Logistics sales

Data-driven sales

Digital shipping solutions

eCommerce platforms

Education

Bachelor's degree in business, logistics, marketing

Tools

CRM software

Job 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