Senior Key Account Manager

Aramex; Colnbrook; On-site; GBP 65,000 - 95,000; Full time

Job summary

Aramex is seeking a Senior Key Account Manager to grow and sustain strategic client relationships within the express logistics market in the UK. You will own account plans, drive revenue, and lead reviews with senior stakeholders to align client needs with our service portfolio.

The role emphasises commercial negotiation, cross-functional collaboration, and delivering consistent profitability while expanding our presence across major enterprise accounts.

Qualifications

• Proven experience in a Key Account Management or Senior Account Management role within logistics or supply chain.
• Track record of growing revenue and profitability within strategic accounts.
• Strong commercial acumen and negotiation skills.
• Experience managing large, complex customer relationships and contractual agreements.
• Excellent business planning and account development capabilities.
• Strong analytical and problem-solving skills.

Responsibilities

• Develop and execute strategic account plans for all assigned key customers.
• Build and maintain relationships with decision-makers and key stakeholders at all levels within customer organisations.
• Act as the primary commercial contact for allocated strategic and enterprise accounts.
• Drive customer retention through proactive account management and exceptional service delivery.
• Manage contract renewals, commercial negotiations, and pricing reviews to maximise profitability and customer satisfaction.
• Lead monthly and quarterly business reviews and monitor performance against KPIs.
• Collaborate with Operations, Finance, and Tech solutions teams to ensure delivery of commitments.
• Mentor and support junior commercial team members where appropriate.

Skills

Strategic account management

Revenue growth

Negotiation

Stakeholder management

Business planning

Analytical thinking

Communication skills

Tools

CRM systems

Microsoft Office

Job description

This role plays a pivotal role in the growth and sustainability of Aramex's client relationships by managing the needs of key accounts and aligning them with the company's strategic objectives. This position involves a comprehensive understanding of client operations, enabling the development of customized logistics and supply chain solutions that address specific challenges and opportunities within their businesses.

Job Description

Strategic Account Management

• Develop and execute strategic account plans for all assigned key customers.
• Build and maintain strong relationships with decision-makers and key stakeholders at all levels within customer organisations.
• Act as the primary commercial contact for allocated strategic and enterprise accounts.
• Drive customer retention through proactive account management and exceptional service delivery.
• Manage contract renewals, commercial negotiations, and pricing reviews to maximise profitability and customer satisfaction.

Revenue Growth & Business Development

• Identify and deliver organic growth opportunities within existing accounts.
• Cross-sell and upsell the company's full service portfolio where appropriate.
• Develop account-specific growth strategies aligned to customer needs and operational capability.
• Prospect and develop new strategic opportunities within target sectors and major enterprise customers.
• Achieve individual revenue, margin, and growth targets in line with business objectives.

Customer Relationship Management

• Lead the development of strong commercial partnerships and become a trusted advisor to customers.
• Conduct regular customer reviews, ensuring service performance, customer objectives, and growth opportunities are discussed and actioned.
• Build and lead Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs).
• Ensure customer satisfaction levels remain high and support the resolution of any commercial or service-related issues.
• Monitor customer activity, competitor movements, market trends, and industry developments.
• Provide regular feedback and recommendations to the Head of Commercial regarding emerging opportunities and market conditions.
• Support tender submissions, contract negotiations, and commercial proposals.
• Contribute to the development and execution of the wider commercial strategy.

Internal Collaboration

• Work closely with Operations, Customer Services, Finance, and Tech solutions teams to ensure customer commitments are delivered.
• Champion effective communication across the business to ensure customer expectations are clearly understood and met.
• Support the onboarding of new strategic customers and ensure a smooth transition into operational delivery.
• Mentor and support junior commercial team members where appropriate.

Performance & Reporting

• Maintain accurate and up-to-date customer records, forecasts, and activity reports within the CRM system.
• Prepare monthly performance reports and account development plans.
• Monitor account profitability and implement action plans to drive continuous improvement.
• Deliver performance against agreed commercial KPIs and objectives.

Job Requirements - Experience and Education

• Proven experience in a Key Account Management or Senior Account Management role within the logistics, transport, express parcels, courier, freight or supply chain sector.
• Demonstrable track record of growing revenue and profitability within strategic customer accounts.
• Strong commercial acumen and negotiation skills.
• Experience managing large, complex customer relationships and contractual agreements.
• Excellent business planning and account development capabilities.
• Strong analytical and problem-solving skills.
• Excellent communication, presentation, and stakeholder management skills.
• Highly proficient in Microsoft Office applications and CRM systems.
• Full UK Driving Licence.
• Knowledge of Express, Same Day, International, Freight Forwarding or Warehousing services.
• Experience managing enterprise or multi-site customer accounts.
• Exposure to tender management and bid processes.

A successful Senior Key Account Manager will deliver consistent revenue and margin growth, maintain exceptional customer retention, develop strategic relationships with key stakeholders, and position the business as a trusted logistics partner within the Express market.