Job Summary
The Regional Key Account Manager is the regional execution arm of KLN’s Key Account Management team. You are responsible for driving business growth within your assigned region for Key Accounts (KAs), while serving as the local bridge between global strategy and regional execution. In this role, you will partner closely with GKAMs to execute regional portions of global account plans, identify and win regional opportunities, and ensure seamless service delivery. You are the GKAM’s go-to partner in your territory—bringing local market intelligence, regional relationships, and execution capability to the table.
Key Responsibilities:
Regional Business Development
- Identify, qualify, and pursue regional opportunities for assigned key accounts
- Build and maintain relationships with regional client decision-makers and influencers
- Lead regional account teams for opportunities within your territory
- Track competitor activity and market intelligence; share insights with GKAMs and broader team
Global Business Support
- Execute regional components of global account strategies and 3-year account plans
- Provide regional intelligence to support global opportunity pursuit (pricing norms, competitive landscape, cultural factors)
- Coordinate with local operations to ensure seamless delivery of global deals
- Participate in global account planning and quarterly business reviews (QBRs)
Client Engagement
- Maintain regular contact with regional client stakeholders (quarterly reviews, operational meetings)
- Serve as the primary KLN contact for regional client inquiries and escalations
- Surface client feedback and operational issues early to GKAMs and OKAMs
- Act as key representor of KLN group within your region
Operational Coordination
- Ensure smooth handoff from sales to operations for new business wins
- Monitor regional service delivery for assigned key accounts; escalate operational issues as needed
- Resolve operational issues within your region in coordination with OKAMs
- Support DSO performance by collaborating with finance and operations teams
CRM & Reporting
- Maintain accurate CRM data for accounts, contacts, and opportunities in your region
- Update opportunity stage and probability weekly
- Provide regular pipeline updates to GKAMs and regional leadership
Requirements
- Minimum bachelor’s degree in Logistics, Supply Chain and related discipline and above.
- Minimum 7 years of related experience in Logistics / Supply Chain industry
- Proven experience in key account management or solution selling
- Track record of managing complex customer relationships and winning new business
- Experience working in a global organization preferred
- CRM proficiency
- Strong PowerPoint and Excel skills
- Fluent business English; local language proficiency required
- Willingness to travel as needed
Personal Attributes / Behavioural Competencies
- Hunter Mentality: Proactively seeks and pursues new opportunities; not reactive
- Execution Focus: Makes things happen; removes obstacles to deliver results
- Collaborative: Works effectively with GKAMs, regional teams, and support functions
- Client-Centric: Builds trust and credibility with regional client stakeholders
- Commercially Savvy: Understands pricing, margin, and business mechanics
- Culturally Agile: Navigates diverse local business environments effectively