Senior Account Manager at Talented Recruitment Specialists

• 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.

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.