Sales Manager

J&T Express

Amsterdam

On-site

EUR 70,000 - 110,000

Full time

42 hours ago

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Job summary

J&T Express in the Netherlands seeks a results-driven Commercial Leader to develop our China cross-border e-commerce business for the Benelux region and to expand locally across the Netherlands, Belgium, and Luxembourg.

You will build partnerships with major Chinese platforms, drive new customer acquisition, and manage the end-to-end sales cycle from prospecting to contracts, ensuring scalable parcel volumes and revenue growth in a competitive market.

Qualifications

3+ years in logistics, express delivery, e-commerce, or related industries.
Proven B2B key account development and business development experience.
Strong understanding of Chinese cross-border e-commerce and logistics models.
Existing customer network among Chinese e-commerce platforms, brands, or major sellers.
Good knowledge of European express delivery, logistics, and Last Mile markets.
Ability to independently develop customers, negotiate, and close contracts.
Capacity to build a 0-to-1 customer pipeline and drive opportunities to implementation.

Responsibilities

Develop and execute customer acquisition plans for Chinese cross-border e-commerce business.
Engage with HQ and European/Benelux teams of major Chinese e-commerce platforms.
Identify and secure platform logistics projects, regional delivery opportunities.
Drive customer testing, quotations, tenders, negotiations, and contract signing.
Build and manage the China cross-border e-commerce customer pipeline.
Identify growth opportunities within existing accounts.
Drive growth of China-to-Benelux inbound parcels and intra-Europe delivery.

Skills

B2B key account development

Cross-border e-commerce

Logistics & express delivery

Customer pipeline development

Negotiation & contract closing

Market analysis & insights

Cross-functional coordination

Job description

1. China Cross-Border E-Commerce Platform & Key Account Development

Responsible for developing J&T Express's China cross-border e-commerce business in the Benelux region, establishing and maintaining partnerships with major Chinese e-commerce platforms, cross-border e-commerce companies, leading sellers, and Chinese brands expanding overseas.

Key accounts include:

Leading Chinese e-commerce sellers;
International e-commerce platforms;
Major retailers and e-commerce companies.

Key responsibilities include:

Develop and execute customer acquisition plans for Chinese cross-border e-commerce businesses;
Engage with the headquarters and European/Benelux teams of major Chinese e-commerce platforms;
Identify and secure platform logistics projects, regional delivery projects, and other business opportunities;
Drive customer testing, quotations, tenders, commercial negotiations, and contract signing;
Build and continuously manage the China cross-border e-commerce customer pipeline;
Identify additional volume and growth opportunities within existing accounts;
Drive growth of China-to-Benelux inbound parcels and intra-Europe delivery business;
Continuously expand J&T Express's logistics business with Chinese cross-border e-commerce platforms, sellers, and brands in the Benelux region.

2. Benelux Local Customer Development

Responsible for developing local e-commerce and commercial customers across the Netherlands, Belgium, and Luxembourg, expanding J&T Express's local customer base and business network in the Benelux market.

Local e-commerce platforms;
European e-commerce companies;
Major local retailers;
E-commerce sellers;
Local brands;
European headquarters of Chinese brands;
Chinese / Asian cross-border e-commerce companies.

Responsible for managing the full customer acquisition and business development process, including customer prospecting, needs analysis, solution development, quotation, commercial negotiation, contract signing, implementation, and subsequent parcel volume growth.

3. Build the Benelux Commercial Network & Customer Map

Responsible for establishing and continuously developing a database and customer map of key accounts across the Benelux region, systematically mapping their business scale and logistics requirements. Continuously identify potential customers and build, manage, and convert the key account pipeline across the Benelux region.

Responsible for commercial development and successful implementation of key customer partnerships, including:

Commercial quotations and pricing strategies;
Design of customer logistics solutions;
Negotiation of commercial terms and contracts;
Customer testing and business implementation;
Key account relationship management;
Customer volume growth and long-term business development.

Coordinate with internal teams including Operations, Finance, IT, and Customer Service to drive customers from commercial agreement through to operational launch and ensure successful project implementation.

5. Market & Competitor Analysis

Continuously monitor the express delivery, logistics, and Last Mile markets across the Benelux and Europe, with a focus on major competitors' products, pricing, service capabilities, and market strategies.

Key companies to monitor include:

PostNL
DHL
DPD
GLS
UPS
FedEx
Amazon Logistics
Other local Last Mile logistics providers

Continuously track market competition, customer needs, and industry trends, and provide management with timely insights into the Benelux market, changes in customer requirements, and potential business opportunities to support the company's business strategy and market expansion.

II. Key Objectives of the Role

The key objective of this role is to continuously develop Chinese cross-border e-commerce customers and local Benelux customers, drive growth in new customers, parcel volumes, and revenue, and build a sustainable customer pipeline and commercial network.

KPIPriority

New revenue

Number of new customers signed

Gross profit contribution

III. Qualifications & Requirements

Required:

3+ years of experience in logistics, express delivery, e-commerce, supply chain, or related industries;
Proven experience in B2B key account development and business development;
Strong understanding of the Chinese cross-border e-commerce industry and cross-border logistics business models;
Existing customer network among Chinese e-commerce platforms, brands, or major sellers;
Good knowledge of the European express delivery, logistics, and Last Mile markets;
Strong ability to independently develop customers, conduct commercial negotiations, and close contracts;
Ability to build a customer pipeline from 0 to 1 and independently drive business opportunities through to implementation;
Strong commercial awareness, customer development capabilities, and cross-functional coordination skills.

Preferred:

Experience managing key accounts such as Temu, SHEIN, AliExpress, TikTok Shop, etc.;
Previous experience at logistics companies such as DHL, DPD, PostNL, GLS, UPS, FedEx, Amazon Logistics, etc.;
Experience in European market expansion for Chinese logistics companies;
Existing customer network in the Netherlands, Belgium, or Luxembourg;
Experience with Chinese companies expanding into overseas and European markets;
Experience in commercial partnerships with cross-border e-commerce platforms, brands, or leading sellers.

IV. Language Requirements

Required:

Fluent in Chinese.

Preferred:

Dutch;
French.

V. Ideal Candidate Profile

We are not looking for a traditional Marketing Manager, but rather a commercial leader with a combination of customer resources, sales capabilities, cross-border e-commerce industry experience, and local European business networks.

The ideal candidate should be able to cover both Chinese cross-border e-commerce platforms and the local Benelux market, identifying and converting business opportunities across both channels.

1. China Cross-Border E-Commerce Platform

The ideal candidate should be able to leverage relationships with Chinese headquarters and e-commerce platforms, identify European business opportunities, and drive specific projects through to implementation in the Benelux region.

2. Benelux Local Market

Ultimately, the role will be responsible for the business development, customer relationships, contract signing, revenue, and parcel volume growth of the assigned customer portfolio.