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Senior Account Manager
About the Role
We are seeking a results-driven Sr Account Manager to manage and grow strategic relationships with Logistics Service Provider (LSP) customers across EMEA. Serving as a trusted advisor and primary point of contact, the Account Manager will drive customer success, retention, expansion, and executive engagement while coordinating cross-functional teams to deliver measurable business outcomes and maximize customer value. The role requires strong commercial acumen, exceptional relationship management skills, and the ability to navigate complex enterprise environments.
Key Responsibilities
- Own the full sales and account lifecycle for assigned LSP customers across EMEA: prospecting, discovery, solution design, proposal, negotiation, and close.
- Serve as the primary point of contact and trusted advisor to LSP clients; build and deepen executive-level relationships.
- Drive customer success, retention, and expansion initiatives that align with customer business objectives and deliver measurable outcomes.
- Coordinate cross-functional teams (solutions engineering, customer success, product, delivery, legal, finance) to ensure successful implementation and value realization.
- Develop account plans and strategies to maximize customer lifetime value and identify upsell/cross-sell opportunities.
- Maintain accurate CRM records, forecast pipeline, and report on account health and progress against targets.
- Lead executive business reviews and present ROI/value metrics tied to customer objectives.
- Monitor industry trends, competitive landscape, and regulatory considerations impacting LSPs in EMEA.
- Escalate and resolve customer issues promptly and drive continuous improvement efforts.
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Qualifications
- 3+ years of B2B account management or enterprise sales experience; experience with LSPs, carriers, 3PLs, or supply chain/logistics providers strongly preferred.
- Proven track record of driving retention, expansion, and quota attainment in complex, multi-stakeholder sales cycles.
- Strong commercial acumen with the ability to develop business cases and demonstrate measurable ROI.
- Excellent relationship management and executive engagement skills; comfortable presenting to C-level stakeholders.
- Experience coordinating cross-functional teams to deliver enterprise solutions.
- Familiarity with logistics, supply chain processes, and technologies (e.g., TMS, WMS, EDI) is an advantage.
- Experience selling into EMEA markets and navigating regional/contractual/regulatory differences; multilingual skills a plus.
- Proficiency with CRM systems (e.g., Salesforce) and sales engagement tools.
- Bachelor’s degree preferred; equivalent experience acceptable.
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Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: [Core Values](Core Values)
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
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