As a member of the Freight Forwarding team Kuehne+Nagel, you will play a key role in transporting goods, optimising processes, and fulfilling our customers' promises. And by transporting medicines, toys and important machine parts, you are not only delivering goods, you are making small and big moments possible for people all around the world. At Kuehne+Nagel, our contribution counts in more ways than we imagine.

Role Purpose

• Drives area new business growth and pipeline development within target accounts by leading customer engagements, RFQs, and proactive opportunity pursuit.
• Acts as a central connector across sales, operations, pricing, and global teams to align growth initiatives and build strong stakeholder relationships.
• Leverages deep industry expertise to translate market insights into scalable, end-to-end logistics solutions tailored to customer needs. Act as escalation point as appropriate.
• Manages targeted account portfolio performance—including growth, profitability, and retention—through disciplined pipeline management and data-driven follow-up.
• Contributes to networking efforts, team cultural cultivation, and talent development activities to strengthen organizational capability and drive sustained team performance.

Core Accountabilities

1. Business Development & Sales Activation

• Reviews pipeline, prioritizes leads, and drives structured follow-ups to accelerate deal conversion.
• Conduct customer visits to strengthen relationships, uncover needs, and develop opportunities
• Assists in RFQ coordination, internal team alignment, and value proposition tailoring.
• Contributes to and execute the pursuit plan development from lead generation to close.
• Aligns daily activities with NA/VS strategic priorities to support account strategy execution.

2. Industry Expertise & Solution Design

• Analyzes market intelligence and supply chain trends to identify commercial opportunities.
• Collaborate with operations and solution design to craft scalable end-to-end logistics solutions.
• Participates in customer discovery to gather insights for tailored value propositions.
• Supports implementation, execution and post-launch optimization for new business.

3. Stakeholder & Network Management

• Facilitate cross-functional check-ins (sales, trade, pricing, operations) to align opportunities.
• Engages with regional stakeholders to contribute to growth initiatives and best practice sharing.
• Build and nurtures relationships with key decision-makers and partners through insight-led communication.
• Active engagement in alignment meetings to help remove roadblocks and ensure service delivery.

4. Performance & Growth Ownership

• Tracks portfolio metrics (volume, GP, retention) and flags underperforming accounts.
• Supports pipeline management—forecasting, conversion tracking, and strategy adjustment.
• Drive in post-sales handover, implementation follow-up, and long-term value realization.
• Identifies cross-selling and upselling opportunities within strategic accounts.
• Maintains disciplined follow-up to convert opportunities and sustain momentum.
• Provides training support as needed.

5. Team Culture & Talent Development

• Contributes to an inclusive, high-performance culture through active team engagement.
• Engages in cross-training and knowledge sharing to build team versatility.

Profile & Experience

Hard Skills

• Language proficiency, fluent English and Mandarin are must.
• End-to-end logistics solution design, with guidance if complex cases
• Market and supply chain trend analysis
• Portfolio performance tracking and analysis 
• Contract negotiation and post-sales handover coordination
• Pipeline and CRM management (forecasting, conversion tracking, opportunity prioritization)
• RFQ/RFP management and proposal development execution
• Sales management & business development
• Allocation Management and optimization (preferred) 
• Carrier Management (preferred)

Soft Skills

• Strategic thinking and account planning
• Strong business acumen and commercial orientation
• Strong communication and presentation skills
• Relationship building and stakeholder management (internal and external)
• Negotiation and influence
• Problem-solving and sound decision-making
• Adaptability and resilience in a fast-paced environment
• Proactive opportunity development and insight-led engagement
• Collaboration and team orientation
• Leadership and people development
• Customer-centric mindset with deep empathy for client needs
• Business travel is required

Logistics shapes everyday life - from the goods we consume to the healthcare we rely on. At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.

As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference. Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.

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