About The Role

As the principal direct sales channel for QR Cargo’s most strategic and high-value customers, you will be responsible for building, maintaining, and expanding relationships with a select portfolio of major accounts on a global scale. Based at Head Office, this role is accountable for achieving revenue and volume targets, driving the delivery of strategic account objectives, and ensuring the highest levels of customer satisfaction and business retention. You will represent the full spectrum of company products and services, develop and execute comprehensive account strategies, and act as the primary point of contact for assigned customers. This position plays a critical role in identifying new business opportunities, coordinating cross-functional teams, and ensuring the successful implementation of customer solutions across all regions.

As part of your role, your additional responsibilities will include the following:

• Establish and nurture productive, long-term relationships with key decision-makers and stakeholders within each assigned global account. Serve as the primary relationship custodian, ensuring consistent engagement and alignment with customer needs and business objectives.
• Lead the development and execution of comprehensive Account Plans for each assigned customer, in collaboration with Sales Steering and other relevant teams. These plans should outline mutual performance objectives, market share and financial targets, strategic initiatives, and detailed sales activities for a 1–3 year horizon.
• Direct and coordinate the involvement of all relevant company personnel—including Sales Steering, Product, Customer Experience, Sales Support, field sales, and regional teams—to deliver on Account Plan objectives and exceed customer expectations.
• Act as the voice of the customer within the organization, ensuring that customer needs, expectations, and feedback are communicated effectively across all levels. Proactively manage communication flows, escalate issues as needed, and ensure timely resolution of challenges.
• Lead solution development efforts by mobilizing internal resources and expertise to address customer requirements, drive innovation, and deliver tailored solutions. Take a leading role in new business initiatives and ensure the effective onboarding of new accounts.
• Drive customer loyalty and business retention through the application of advanced sales tools, such as customized incentive programs and value-added services. Identify and capitalize on opportunities to grow account revenue and expand the partnership.
• Maintain accurate records of account activities, progress against objectives, and key performance indicators. Regularly review and report on account status, risks, and opportunities to senior management.
• Stay informed of industry trends, competitor activities, and market developments. Continuously seek opportunities to enhance account management practices and deliver greater value to both the customer and the organization

Qualifications About you

• Bachelor’s degree, preferably with job-related experience in sales and marketing
• Deep understanding of the airline cargo value chain, including operational, commercial and regulatory aspects
• Proven track record in effective account management
• Proven ability to build, nurture, and leverage senior-level relationships within the global freight forwarding and air cargo industry
• Demonstrated expertise in structuring complex commercial agreements and negotiating win-win outcomes with major clients
• Skilled at leading and coordinating cross- functional teams- including Sales, Marketing, Product, Customer Experience, and Operations- to deliver integrated solutions for key accounts
• Strong capability in developing account strategies, setting measurable objectives, and using data- driven insights to drive business growth
• Excellent formal presentation skills and ability to communicate complex concepts clearly to diverse audiences, both internally and externally
• High emotional intelligence (EQ) with a focus on understanding customer needs, delivering tailored solutions, and ensuring high satisfaction and retention