Job Purposes:
The Manager – Account Management is responsible for building and leading a strong Account Management team for MCL South Vietnam, with clear ownership of existing customer strategy, retention, and business expansion. This role is expected to move beyond day-to-day account coordination and act as a strategic commercial leader who develops account plans, strengthens customer partnerships, drives renewal and growth opportunities, and ensures disciplined governance across contracts, service performance, billing, risk, and profitability. The role will partner closely with Operations, Solution Design, Business Development, Finance, Legal, IT, and regional/global teams to protect existing revenue, unlock same-store-sales growth, and position Maersk Contract Logistics as a trusted long-term partner for customers.
Responsibilities:
• Team Leadership & Capability Building: Build, coach, and lead a high-performing Account Management team with clear account ownership, commercial discipline, customer engagement standards, and measurable MBO/KPI targets.
• Existing Customer Strategy: Develop strategic account plans for key existing customers, including retention roadmap, same-store-sales growth opportunities, renewal strategy, white-space mapping, and joint business planning.
• Retention & Business Expansion: Lead account retention, contract renewal, upsell/cross-sell for new-store-sales, service scope expansion, and customer network synergy to protect revenue and deliver profitable growth across warehousing, transportation, omnichannel under Maersk Contract Logistics services.
• Strategic Customer Relationship Management: Build senior-level, trust-based relationships with customers networks; act as escalation owner for critical topics while positioning MCL as a trusted advisor rather than a transactional service provider.
• Commercial Governance & Profitability: Ensure account plans, rate cards, pricing actions, contract renewals, and new service requests are aligned with MCL business rules, approval matrix, margin expectations, billing requirements, and risk controls.
• Cross-functional Leadership: Lead strong collaboration with Operations, Solution Design, Business Development, Finance, Legal, IT, Middle Mile, Procurement, and regional/global AM teams to design customer solutions, resolve bottlenecks, and execute account growth initiatives.
• Performance Management & Customer Health: Establish and monitor customer health indicators.
• RFQ, Renewal & Project Execution: Lead or oversee RFQs, renewal negotiations, expansion projects, solution presentations, investment approvals, and implementation handovers to ensure competitiveness, governance compliance, and customer satisfaction.
• Risk, Compliance & Contract Discipline: Identify commercial, contractual, operational, billing, confidentiality, and service risks early; ensure proper escalation, documentation, approval, and corrective actions in line with company governance.
Job Requirements:
Education:
• Bachelor’s Degree Holder (in Logistics & Supply Chain Management or related discipline preferred but not mandatory)
Experience:
• At least 3-5 years of experience in account management, commercial management, contract logistics, distribution center operations, solution design, business development, or related logistics leadership roles; prior people management experience is strongly preferred.
Functional Competencies:
• Strong commercial and strategic account management capability, with proven ability to grow existing customers, lead renewals, protect margin, and identify upsell/cross-sell opportunities.
• Solid understanding of contract logistics, warehouse operations, transportation, omnichannel fulfillment, freight management, and integrated supply chain solutions.
• Strong leadership capability to build team structure, coach team members, cascade objectives, track performance, and drive accountability.
• Good in numbers, Strong financial and analytical mindset, with ability to review revenue, margin, P&L impact, billing accuracy, investment needs, and commercial risks.
• Proven negotiation skills and ability to balance customer expectations, company governance, profitability, service feasibility, and long-term partnership value.
• Strong cross-functional influencing skills, with ability to align Operations, Solution Design, Finance, Legal, IT, Procurement, Sales, and management stakeholders toward common business outcomes.
• Confident customer-facing communication and presentation skills, including senior stakeholder engagement, escalation management, QBR facilitation, and solution presentation.
• Good command of written and spoken English; strong MS Office capability, especially Excel and PowerPoint. CRM, Power BI.
Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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