Gross Profit responsibility for a Platinum and/or Gold account (maintain and develop account)
Develop and execute the global account strategy and account plan
Leverage vertical knowledge, industry insights and data to shape customer direction and value propositions
Build long-term trusted relationships with internal and external stakeholders
Commercial single point of contact for the account on a day-to-day basis
Actively search and identify opportunities within account, and engage colleagues to further grow the account
Leads contract
and tender negotiations with customer stakeholders
Act as central escalation point for commercial, operational and contractual issues (including Days Sales Outstanding (DSO) and Accounts Receivable (AR))
Pursue and share insights from accounts in industry with similar supply chains
Identify and resolve operational challenges of importance to customer in collaboration with the divisions
Define and agree on goals and KPI’s for the logistics activities to match customer needs
Motivate and drive strategic improvement projects
Drive coordination with executive, tender and operational teams across divisions
Lead the account team and support Account Executive in steering the account team
Drive pipeline management incl. collection and maintenance of opportunities and awards (e.g., in CRM)

Minimum 5–8 years of commercial experience in freight forwarding, global logistics, or supply chain solutions
Demonstrated success acquiring and growing top-tier Japanese multinational accounts—preferably with regional or global scope
Track record of hunting and converting large-scale opportunities from Japanese HQs, not just account servicing
Experience working in a regional or global matrix organization, collaborating across markets and divisions
Native-level Japanese and business-level English required to navigate both local and global stakeholders
Willingness to travel within Japan, across Asia Pacific, and globally as needed to drive strategic account development

Global Account Director

Key skills