Aramex
Senior Key Account Manager
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Purpose of the Job
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.
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Commercial & Market Intelligence
- 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
Essential
- 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.
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Desirable
- 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.
- Professional sales or account management qualifications.
We offer:
Aramex UK Benefits Package
- Life Assurance (available after 6 months of service) – 4x salary (Met Life)
- Pension (Standard Life - 3% employer, 5% employee)
- Employee Assistance Programme (EAP) (Telus Health)
- Free Flu Jab and Eye Care Voucher
- Occupational Health Services
- 25 days annual leave, plus 8 bank holidays
- Special Shipping Rates for Aramex Employees
Leadership Behaviors
Building Outstanding Teams | Collaborate & break silos | Execution & Accountability | External focus | Growth mindset | Inclusion | Innovation | Setting a clear direction | Simplification
Skills
Adaptability | Commercial Acumen | Communication Skills | Customer Centric | Financial Acumen | Interpersonal Skills | Leadership Skills | Negotiation Skills | Presentation Skills | Problem Solving | Product Knowledge
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