Reporting to: National Channel Director

Take Ownership of Major Customer Relationships

3L Consulting is recruiting on behalf of a globally recognised leader in the international express courier, logistics and supply chain sector.

This is an opportunity for an accomplished key account management professional to take ownership of an established national customer portfolio, strengthen relationships with major corporate and global accounts, and identify opportunities to deliver tailored logistics solutions that support customer growth.

The National Customer Manager will be responsible for developing an assigned National Channel sales territory, protecting existing revenue, expanding customer relationships and securing new business. The role combines strategic account management, solution selling, field-based customer engagement and disciplined commercial execution.

The ideal candidate will bring proven experience managing large and complex customer accounts, a sound understanding of international logistics, and tangible experience identifying and implementing logistics or supply chain solutions.

Key Responsibilities

• Strategic Account and Territory Management

  • Manage and develop the assigned National Channel sales territory in support of customer retention, revenue growth and market leadership objectives.

  • Build strong, sustainable relationships with major corporate and global customers.

  • Ensure every customer within the assigned portfolio is visited within the required 30-day call cycle.

  • Develop existing customer relationships through face-to-face engagement, problem-solving, solution development and effective administrative follow-up.

  • Identify opportunities to expand the services and logistics solutions provided to existing customers.

  • Investigate new business potential within every existing customer account during scheduled engagements.

  • Gain a thorough understanding of each customer’s business, logistics requirements and future growth plans.

  • Proactively identify risks to customer relationships or Shipments Per Day performance and intervene before revenue or customers are lost.

  • Maintain customer losses at the lowest possible level and ensure monthly customer attrition does not exceed 5%.

• Customer Engagement and Sales Execution

  • Plan and complete at least three customer visits per day, including:

  • Maintenance visits

  • Account-development visits

  • New-business acquisition visits

  • Schedule customer visits at least one week in advance wherever reasonably possible.

  • Secure First Time Buyers regularly to support portfolio and revenue growth.

  • Continuously identify new business opportunities within the assigned territory by developing leads and using relevant professional networks.

  • Develop and implement effective strategies to secure major-account prospects within the shortest reasonable timeframe.

  • Apply sales best practices and structured territory planning to grow revenue and strengthen market penetration.

  • Grow Shipments Per Day in line with local and country objectives.

• Logistics Solutions and Account Development

  • Identify customer challenges and translate them into practical logistics and supply chain solutions.

  • Coordinate the implementation of agreed customer solutions in collaboration with the relevant internal teams.

  • Ensure proposed solutions are commercially viable, operationally achievable and aligned with the customer’s requirements.

  • Monitor implemented solutions and address service, operational or commercial concerns timeously.

  • Use knowledge of international logistics to identify opportunities across customers’ domestic and cross-border supply chains.

• Pipeline and Commercial Performance

  • Maintain an active and accurately managed sales pipeline.

  • Uphold pipeline strength equivalent to at least 40% of total portfolio revenue.

  • Manage opportunities systematically from identification through to implementation.

  • Monitor customer activity, portfolio trends and territory performance to identify risks and further growth opportunities.

  • Maintain accurate forecasts and provide the required visibility of sales and commercial activity.

• Customer Service and Cross-Functional Collaboration

  • Manage customer concerns, complaints and escalations timeously and in accordance with company procedures.

  • Resolve customer issues proactively to minimise dissatisfaction and prevent potential customer or revenue loss.

  • Collaborate closely with Sales, Finance and Operations to maximise customer service, logistics-solution delivery and revenue growth.

  • Maintain effective communication with internal stakeholders throughout the development and implementation of customer solutions.

• CRM, Reporting and Administration

  • Capture daily updates relating to customer visits, customer information, sales activity, pipeline progress and other required commercial information using the applicable CRM tools.

  • Maintain accurate and current customer, territory and opportunity records.

  • Complete all customer-related administrative follow-up accurately and timeously.

  • Assist with other reasonable functions when required to support the effective and efficient operation of the Sales Department in accordance with network standards.

Minimum Requirements

• A National Diploma, Degree or postgraduate qualification in a relevant field.

• At least 3–5 years’ relevant field sales, key account management or customer portfolio management experience.

• Proven experience managing and developing large, complex or strategically important customer accounts.

• Demonstrated success in customer retention, account growth, new-business acquisition and pipeline management.

• A valid driver’s licence.

• Willingness and ability to travel regularly within the assigned territory.

Advantageous Experience and Qualifications

• The following would strengthen an application but are not compulsory:

• Experience managing large national, multinational or global customer accounts.

• Tangible experience developing and implementing logistics or supply chain solutions for customers.

• A strong understanding of international logistics, including cross-border supply chains.

• Experience within the express courier, logistics, freight or broader supply chain sector.

• A Degree or relevant tertiary qualification in Supply Chain Management, Logistics or a related discipline.

• Experience supporting customers within the Life Sciences sector, including healthcare, pharmaceutical, medical-device or medical logistics and supply chain environments.

• A stable career history demonstrating sustained contribution and progression within previous organisations.

Key Competencies

• Strategic Key Account Management

• Logistics Solution Selling and Implementation

• International Logistics Understanding

• Territory and Portfolio Management

• Customer Retention and Account Development

• Business Development and Revenue Growth

• Pipeline and Opportunity Management

• Commercial Acumen

• Negotiation and Influencing

• Stakeholder Engagement

• Cross-Functional Collaboration

• Problem-Solving and Decision-Making

• CRM Management and Sales Reporting

• Planning and Organisation

• Results Orientation

• Resilience and Accountability

The Person We Are Looking For

You are commercially astute, customer-focused and confident engaging with senior stakeholders within large and complex organisations. You can move comfortably between strategic account discussions, operational problem-solving and disciplined field sales activity.

You take ownership of customer relationships, identify opportunities proactively and follow through until solutions are successfully implemented. You are structured, responsive and self-managed, with the resilience to operate in a fast-paced, target-driven environment.

Why Consider This Opportunity?

This is an opportunity to join an internationally recognised logistics organisation and manage strategically important customer relationships within a highly competitive and evolving sector.

You will have the platform to develop meaningful customer solutions, collaborate with experienced operational and commercial teams, and directly influence customer retention, portfolio growth and national business performance.

Employment Equity

All suitably qualified candidates will receive fair consideration in line with the organisation’s commitment to equal opportunity.

Remuneration

A competitive total target compensation package is offered, aligned with the scope, responsibility and commercial nature of the position.