Operational Key Account Manager

Toll Global Forwarding (Beijing) Limited Shenzhen Branch; Town of Hempstead (NY); On-site; USD 70,000 - 80,000; Full time

Job summary

Toll Group is seeking an Operational Key Account Manager to drive growth and retention for strategic freight forwarding accounts. You will lead cross-functional teams, develop account strategies, and secure revenue, volume, and wallet share in alignment with global objectives.

The role emphasizes stakeholder engagement, governance of SOPs, and continuous improvement across regional and international operations. Strong analytics and relationship management are required.

Qualifications

• Minimum 5+ years in freight forwarding, logistics, or account management.
• Proven ability to manage complex customer relationships and drive growth.
• Strong commercial acumen, analytical skills, and ability to interpret data into actionable insights.
• High proficiency in Microsoft Excel, PowerPoint, and CRM platforms such as Salesforce.

Responsibilities

• Strategic Account Development: oversee strategies for the account and growth opportunities.
• Customer Engagement & Relationship Management: build executive-level relationships and ensure KPIs/SLAs.
• Operational & Process Excellence: implement SOPs, monitor performance, drive efficiency.
• Data & Reporting: ensure CRM data accuracy and provide insights for decision-making.
• Stakeholder Collaboration: align regional and global strategies and support governance.

Skills

Account management

Logistics

Commercial acumen

Analytical skills

Education

Bachelor's degree in Business, Logistics or related field

Tools

Salesforce

Excel

PowerPoint

Job description

ABOUT TOLL GROUP

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge - big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post - www.tollgroup.com

PURPOSE OF THE JOB

The Operational Key Account Manager is responsible for leading a group of pre-defined accounts to drive growth and retention of strategic freight forwarding accounts. This role ensures the retention and achievement of revenue growth, product volumes, and share of wallet. Supporting an identified opportunity Road Map to strategically position Toll as one of the top 3 service providers. Continue to position Toll to gain and win within the defined road map and drive strategic engagement with key influencers, decision makers and internal stakeholders to ensure proper promotion of Toll within the customers network, locally, regionally and internationally where applicable.

PRIMARY DUTIES & RESPONSIBILITIES

1. Strategic Account Development

• Oversee strategies for the account, ensuring alignment with global and regional commercial objectives, where applicable.
• Support the team in identifying growth opportunities, cross-selling, and expanding share of wallet within strategic accounts.
• Participate in negotiations, MBR, QBR and Annual Performance Reviews, coordinating with Account team and Operations and governance for major accounts and contracts.

2. Customer Engagement & Relationship Management

• Build and maintain executive-level relationships with key stakeholders within the account on assigned customers in the region.
• Ensure delivery of agreed KPIs and SLAs through regular business reviews and strategic engagement both internal and external
• Act as an escalation point for complex service issues, ensuring timely resolution and customer satisfaction.
• Communicate to internal stakeholders' business at risk and opportunity for increased wallet share through regular MBR.
• Manage data associated with contracted and FAK allocations leading discussions with Product, origin and customer on commitments.

3. Operational & Process Excellence

• Drive implementation of SOPs and governance standards across all assigned accounts.
• Monitor account performance metrics and lead initiatives for continuous improvement and operational efficiency.
• Support and drive customer reporting for visibility and clarity on activity
• Manage operational reporting supporting applied agreements
• Support Onboarding of new lanes, products and align global operational execution
• Collaborate with operations, product, and finance teams to ensure seamless service delivery and profitability.
• Participate in collection activity to ensure account stays within terms.
• Manage Contract allocation visibility and data with key stakeholders.

4. Data & Reporting

• Ensure accurate and timely CRM data management and reporting for all assigned accounts.
• Provide insights and performance analysis to aligned global key account management and regional leadership for strategic decision-making.
• Guide and train the customer on our visibility and reporting tools

5. Stakeholder Collaboration

• Align with regional account management with global account strategies and commercial priorities.
• Support the region in preparing for global forums and contribute to shaping best practices and process improvements.
• Perform other duties as assigned by management.

KEY PERFORMANCE MEASURES

• Regional revenue, GP, and volume growth for assigned accounts.
• Customer retention and satisfaction (NPS).
• Accuracy and timeliness of CRM data and reporting.
• Successful implementation and governance of SOPs.

PREVIOUS WORK EXPERIENCE & QUALIFICATIONS

• Bachelor's degree or equivalent in Business, Supply Chain, Logistics, or related field.
• Minimum 5+ years in freight forwarding, logistics, or account management
• Proven ability to manage complex customer relationships and drive strategic growth.
• Expertise in international and domestic logistics (air, ocean, customs).Strong commercial acumen, analytical skills, and ability to interpret data into actionable insights.
• High proficiency in Microsoft PowerPoint, Excel, and CRM platforms (e.g., Salesforce).
• Excellent communication, influencing, and stakeholder management skills.
• Resilient, adaptable, and culturally aware with high integrity and professionalism

PAY TRANSPARENCY

In compliance with applicable state and local laws, the salary range for this position varies based on the work location. Please review the ranges below: Expected pay range: $70,080 - $80,000 Base Salary + 5% Bonus Target These ranges represent the minimum and maximum salary the employer reasonably expects to pay for this position, based on the location where the work will be performed. Fin