Senior Account Manager

SUMMARY:
A global logistics leader based in Johannesburg is seeking a Senior Account Manager to manage a key strategic client within its Dry Bulk & Logistics division.

This senior commercial role focuses on driving revenue growth, strengthening client relationships, leading contract negotiations, and delivering strategic logistics solutions.

POSITION INFO:
Key Responsibilities: Strategic Account Ownership: Own and drive the long-term commercial strategy for the account, aligned with the company regional growth objectives. Build and maintain executive-level relationships across the trading, logistics, and operations functions. Identify and convert new business opportunities within the account, expanding the company share of the customers' logistics and infrastructure spend. Lead strategic business reviews, presenting commercial performance, market positioning, and forward-looking growth plans. Anticipate the Customer's evolving trade flow requirements and proactively develop tailored solutions ahead of demand. Commercial Leadership & Revenue Growth: Take full ownership of account revenue, margin, and profitability targets. Lead commercial negotiations on rates, contracts, and service-level agreements, securing terms that reflect the strategic value of the relationship. Develop and defend competitive pricing structures that balance the Customer's cost expectations with the company margin requirements. Drive upsell and cross-sell opportunities across the company broader network of assets and services. Provide commercial input into capital investment decisions where the Customers' volumes justify infrastructure development. Service Strategy & Operational Influence: Define service standards and KPIs for the account and hold internal operations teams accountable for delivery. Act as the senior escalation point for any service failures, driving swift resolution and root cause elimination. Influence internal resource allocation, capacity planning, and operational priorities to ensure Customer's requirements are consistently met. Challenge and improve existing logistics solutions, proposing innovative approaches that reduce cost, improve reliability, and add strategic value. Contract & Risk Management: Own the contractual framework governing the relationship, ensuring all agreements are current, enforceable, and commercially sound. Proactively identify commercial, operational, and regulatory risks and implement mitigation strategies before they impact service or revenue. Ensure full compliance with international trade regulations, customs requirements, and cross-border transport laws across DRC, Zambia, Botswana, and Southern African corridors. Manage claims, disputes, and commercial exceptions with authority and decisiveness. Market Intelligence & Strategic Insight: Maintain a deep understanding of commodity trade flows, corridor dynamics, and competitive logistics landscape relevant to the Customer's business. Provide forward-looking market intelligence on capacity, rates, regulatory changes, and route performance. Feed commercial and market insights back into the company product and service development to maintain competitive positioning. Internal Leadership & Stakeholder Alignment: Act as the internal champion for the account, ensuring cross-functional teams - operations, finance, procurement, and legal - are aligned to account priorities. Lead and mentor junior commercial and coordination staff supporting the account. Represent the account at senior leadership forums, providing clear commercial reporting and strategic recommendations. Requirements: Bachelor's degree in Commerce, Logistics, Supply Chain, or a related field (postgraduate qualification advantageous). Thorough knowledge and understanding of Southern Africa Regional Logistics Corridors Thorough understanding of all major ocean export lanes from Southern Africa into all major metals and minerals markets. Minimum 8-10 years of experience in commercial account management, logistics, or supply chain, with at least 3 years in a senior client-facing role. Demonstrated track record of managing large, complex accounts and delivering revenue growth. Experience operating in Southern and Central African logistics corridors is essential. Willingness to travel across the region as required. Deep expertise in logistics, supply chain, and multimodal transport across Southern and Central Africa, with specific knowledge of DRC, Zambia, and Botswana corridors. Strong commercial acumen with a thorough understanding of pricing strategy, margin management, and contract structures in the logistics sector. Solid grasp of commodity trading dynamics and how trading houses structure and manage their logistics requirements. Familiarity with customs, regulatory, and compliance frameworks governing cross-border trade in the region. Proven commercial negotiation skills at senior and executive level. Strategic thinking and the ability to translate market insight into actionable account plans. Strong financial literacy, including P&L ownership, cost modelling, and business case development. Exceptional stakeholder management and executive communication skills - written, verbal, and presentational. Ability to lead without direct authority, influencing internal teams to prioritise and deliver for the account. Commercially assertive and confident operating at C-suite and senior management level on both sides of the relationship. Decisive under pressure, with the ability to resolve complex operational and commercial issues at pace. Highly adaptable to shifting market conditions, trade flows, and client priorities. Capable of managing multiple competing priorities while maintaining strategic focus on long-term account growth. Should you not receive a response within the next 2 weeks, please consider your application unsuccessful. Vacancies are advertised on our website, should you wish to keep abreast with our active roles. 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