Key account manager

Dragonfly Shipping NL B.V.; Waddinxveen; On-site; EUR 80,000 - 120,000; Full time

Job summary

Dragonfly Shipping NL B.V. seeks a Key Accounts Manager to protect, develop, and grow strategic relationships with key accounts in the Netherlands.

You will manage governance, lead commercial discussions, support contract and pricing negotiations, and ensure profitability aligned with Dragonfly’s capabilities. You will collaborate with Sales, Operations, Finance, IT, Product, and Customer Service to deliver commitments and resolve escalations, maintaining a single Dragonfly voice across

Qualifications

• Significant experience in strategic/account management or business development.
• Strong experience in negotiations, pricing, business cases, contract management and account planning.
• Fluency in English; Dutch language capability is preferred.

Responsibilities

• Develop and execute the key accounts plan aligned with Dragonfly Netherlands’ commercial strategy.
• Identify and progress opportunities to expand volume, geographic coverage, service scope, and share of wallet.
• Lead commercial proposals, pricing discussions, renewals, and negotiations for the key accounts portfolio.
• Coordinate Operations, Finance, IT, Product, and Customer Service around key account priorities.
• Maintain account plans, governance calendars, action logs, contract trackers, and demand visibility.
• Act as main liaison for clients on service quality, network design, and capacity-management topics.
• Monitor service performance and coordinate resolution of material customer issues and escalations.
• Ensure contractual requirements and commitments are met and communicated to key accounts.
• Share customer insights to improve Dragonfly’s commercial and operational capabilities.

Skills

Strategic account management

Cross-functional coordination

Negotiation

Stakeholder management

Commercial reporting

CRM discipline

Analytical skills

Education

Bachelor’s or master’s degree in business/commerce/finance/supply chain or related field

Tools

CRM systems

Job description

Come transform the future with us! The Key Accounts Manager is responsible for protecting, developing, and growing Dragonfly Netherlands’ strategic relationships with key accounts through strong stakeholder management, disciplined account governance, and commercially sustainable solutions. The role owns the key accounts plan and acts as the primary commercial point of coordination between key accounts and Dragonfly. The Key Accounts Manager identifies growth opportunities, leads commercial discussions, supports contract and pricing negotiations, and ensures that customer commitments are aligned with Dragonfly’s operational capabilities and profitability requirements. The role works closely with the Sales Manager, Operations, Finance, IT, Product, and Customer Service to deliver agreed commitments, resolve escalations, and maintain a consistent Dragonfly position across all key account stakeholders.

Sending packages should be simple.

Dragonfly stands for a different way of doing e-commerce delivery in Netherland. Drawing on over three decades of experience as a market leader in Canada, Dragonfly is a new subsidiary that is hitting the ground running. Using the latest technologies and the right people ensures greater efficiencies, better results, and a superior customer experience.

At Dragonfly, it’s the littlest details that make the difference. We are a fast-paced company with a firm grip on market growth. We boast an agile working environment and do not shy away from challenges. Every member of our team is on the ground to guarantee on-time deliveries to doorsteps all around the Netherland.

Welcome to Dragonfly.

Our Growth is Creating Great Opportunities! Our team is expanding, and we want to hire the most talented people. Continued success depends on it!

The old way is out. Dragonfly stands for a different way of doing e-commerce delivery in Netherland. At Dragonfly, we use a combination of the latest technology and the right people to ensure greater efficiency, better results and a superior customer experience. Welcome to Dragonfly.

Key Responsibilities

1. Account Strategy and Growth

• Develop and execute the key accounts plan in line with Dragonfly Netherlands’ commercial strategy.
• Identify and progress opportunities to expand volume, geographic coverage, service scope, and share of wallet.
• Maintain a clear view of account priorities, growth opportunities, risks, and required actions.

2. Stakeholder and Relationship Management

• Build strong relationships with key account stakeholders across commercial, operational, and leadership levels.
• Maintain an up-to-date stakeholder map and ensure Dragonfly communicates with one clear and coordinated voice.
• Lead regular customer governance, business reviews, and strategic discussions.

3. Commercial Management

• Lead commercial proposals, pricing discussions, renewals, and negotiations for the key accounts portfolio.
• Ensure proposals are supported by clear volume assumptions, financial analysis, operational validation, and risk assessment.
• Monitor account revenue, volume, gross margin, contractual obligations, and overall profitability.

4. Cross-Functional Coordination

• Coordinate Operations, Finance, IT, Product, and Customer Service around key account priorities and commitments.
• Ensure clear ownership, realistic implementation plans, and effective handovers for launches and service changes.
• Resolve or expedite conflicts between customer expectations, operational feasibility, and financial requirements.

5. Account Governance and Execution

• Maintain account plans, governance calendars, action logs, contract trackers, and demand visibility.
• Follow up on customer and internal actions to ensure timely delivery of agreed commitments.
• Provide accurate reporting, forecasts, and updates on account performance, issues, and opportunities.

6. Client Quality, Network and Capacity Management

• Act as the main point of contact for clients on service quality, network design, and capacity-management topics.
• Coordinate with Operations to align client forecasts, capacity requirements, network changes, and readiness for Peak or major volume events.
• Provide clients with clear performance updates, manage expectations, and ensure quality, network, and capacity risks have documented action and communication plans.

7. Service Performance and Escalations

• Monitor service performance and coordinate the resolution of material customer issues and escalations.
• Ensure critical issues have clear ownership, action plans, communication routines, and escalation paths.
• Translate recurring customer feedback and service issues into improvement priorities.

8. Contract and Risk Management

• Maintain visibility of contractual requirements, commercial commitments, renewal dates, and account dependencies.
• Identify commercial, operational, service, and profitability risks and establish mitigation plans.
• Ensure significant commitments are documented and approved before being communicated to key accounts.

9. Commercial Excellence

• Maintain accurate CRM records, forecasts, account documentation, and commercial reporting.
• Apply consistent account-management, pricing, governance, and opportunity-management processes.
• Share customer insight and lessons learned to improve Dragonfly’s commercial and operational capabilities.

Experience and Qualifications

• Significant experience in strategic account management, key account management, commercial management, or business development.
• Demonstrated success managing a large, complex, and operationally demanding customer relationship.
• Strong experience in commercial negotiations, pricing, business cases, contract management, and account planning.
• Experience in logistics, parcel delivery, transportation, e-commerce, or another operational service environment is strongly preferred.
• Proven ability to coordinate cross-functional teams and influence stakeholders without direct authority.
• Strong analytical skills, with the ability to understand customer economics, operational constraints, and profitability drivers.
• Experience managing customer governance, business reviews, forecasts, action plans, and escalations.
• Strong CRM discipline and proficiency in commercial reporting and presentation development.
• Bachelor’s or master’s degree in business administration, commerce, finance, supply chain, or a related field, or equivalent professional experience.
• Professional fluency in English. Dutch-language capability is preferred.

Required Competencies

• Strategic account leadership: Builds long-term account strategies while maintaining focus on execution and results.
• Customer orientation: Understands customer priorities and develops solutions that create sustainable value for both organizations.
• Commercial judgment: Balances growth opportunities with pricing discipline, profitability, and operational feasibility.
• Stakeholder management: Builds credibility and alignment across complex customer and internal stakeholder groups.
• Negotiation: Leads fact-based negotiations and protects Dragonfly’s commercial and operational interests.
• Cross-functional influence: Coordinates teams and resolves competing priorities without relying on direct authority.
• Performance orientation: Maintains focus on account growth, action closure, service performance, and financial outcomes.
• Communication: Communicates clearly, consistently, and confidently with customers, employees, and senior leaders.
• Problem-solving: Structures complex issues, identifies practical solutions, and escalates when appropriate.
• Operational understanding: Understands how customer commitments affect capacity, service quality, implementation, and cost.