Toll Group

Role Description The Global Key Account Manager (GKAM) is responsible for leading the commercial and operational performance of designated multinational customers across all regions and products. This role drives global Gross Profit (GP) and volume growth, increases wallet share, ensures contract compliance, and delivers service excellence. The GKAM will collaborate closely with regional and global teams including Business Development, Operations, Tender Management, and Customer Service to ensure seamless, high-quality execution. Primary Duties & Responsibilities - Account Development & Growth - Serve as the global commercial lead for assigned Global Strategic Customers (GSC). - Build and maintain strong, trust-based relationships across all levels of the customer organization. - Conduct regular business reviews (monthly, quarterly, annual) to evaluate KPIs, performance trends, and action plans. - Proactively resolve service issues and escalations with operational and product counterparts. - Ensure full compliance with contractual commitments and Service Level Agreements (SLAs). - Key Account Excellence - Proactively manage and develop an allocated global customer portfolio. - Act as the primary point of contact and ensure high-quality communication with clients. - Lead customer meetings including KPI discussions, performance reviews, and new product introductions. - Drive issue resolution and maintain high customer satisfaction levels. - Coordinate closely with Global and Local Account Managers to support opportunity qualification and development. - Collaborate with Global Account Owners (Global Leads) as required. - Strategic Growth - Develop and execute strategic account plans to expand wallet share and profitability. - Identify cross-selling opportunities, new tradelanes, and solution-based growth. - Align customer strategies with global and regional commercial priorities. - Support rate negotiations, contract renewals, and governance processes. - Operational Performance & Governance - Support onboarding of new business and oversee proper implementation. - Lead operational performance reviews and manage end-to-end service delivery. - Develop and maintain customer-specific Standard Operating Procedures (SOPs). - Monitor and analyze performance data to identify trends, exceptions, and root causes. - Drive process improvement, automation, and data integrity enhancements. - Ensure global alignment with operations and product teams to meet customer expectations. - Data & Reporting - Manage customer performance reporting including EDI and KPI scorecards. - Maintain accurate CRM documentation (Salesforce or equivalent) on interactions, opportunities, and performance. - Support finance and operations in revenue tracking, GP performance, and DSO management. - Collaboration & Stakeholder Management - Partner closely with Global Account Owners, Regional Product Leads, and Operations leadership. - Align internal stakeholders under a “One Company” approach to deliver seamless service. - Ensure consistent communication across network offices. - Represent the company at customer or industry events as needed. Qualifications - Bachelor’s degree in Business, Supply Chain, Logistics, or related field. - Minimum 5+ years’ experience in freight forwarding, logistics, or account management, including global account responsibility. - Proven ability to lead complex multinational customer relationships and drive strategic growth. - Strong knowledge of international logistics (air, ocean, customs) and trade compliance. - Strong commercial mindset, strategic thinking, and ability to influence globally. - High proficiency in Microsoft PowerPoint, Excel, and CRM platforms (Salesforce preferred). - Experience with EDI/API-based performance management and KPI tracking is an advantage. - Resilient, adaptable, culturally aware, and able to work with high professionalism. Requirements - Expected pay range: $152,000 - $253,000. - Must be entitled to work in the United States of America and be prepared to undertake pre-employment checks including a criminal history check and medical. Benefits - Paid vacation, sick time, floating holiday time. - Health benefits. - Life insurance & personal accident insurance. - 401k with company match.

About Toll Group At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com PURPOSE OF THE JOB The Regional Head of Air Freight is responsible for developing and executing the Air Freight strategy within the designated region. This role oversees regional operations, supports commercial performance, and contributes to P&L outcomes. It ensures the delivery of high-quality, cost-effective, and customer-centric Air Freight solutions aligned with regional goals. The role also owns the organizational structure and process adherence within the Air Freight product and is accountable for driving continuous productivity improvements across the region. PRIMARY DUTIES & RESPONSIBILITIES Financial Planning - Develop and execute regional financial strategies that align with corporate objectives, ensuring sustainable growth and profitability across the region. - P&L ownership including end-to-end profit and loss accountability for the Regional Air Freight department, including revenue optimization, cost control, and margin improvement. - Ensure yield management to optimize pricing and capacity utilization, ensuring maximum revenue and profitability for Air Freight services. Carrier strategy and relationship - Support the development and execution of regional carrier partnership strategies. - Maintain relationships with core carriers and monitor service performance. - Define key trade lanes and services relevant to the region. Operational process and execution - Lead regional process improvements and support digitalization initiatives. - Drive consolidation efficiency and cost optimization. - Monitor operational KPIs and support onboarding of regional customer accounts. - Ensure compliance with local regulations and sanctions. Procurement and Pricing - Execute regional procurement strategies for [DFA, BSA, CSA and GSA] to ensure competitive pricing. - Support pricing activities for RFQs and trade lanes within the region. - Share market intelligence with regional teams to guide commercial decisions. Commercial and Business Development - Partner with regional sales teams to support growth initiatives. - Contribute to new business development and customer retention efforts. - Provide support for sales enablement tools and product training. Compliance/Safety - Ensure regional compliance - Maintain relationships with local regulatory bodies, authorities and airports. - Promote safety standards and support incident prevention efforts Others - Support talent development and employee engagement within the regional Air Freight team. - Represent the Air Freight function in regional forums and initiatives. KEY PERFORMANCE MEASURES - Regional Air Freight P&L and budget - Volume growth % - Revenue growth % - GP growth % - G&A management % - EBIT - Global trade lanes - Trade growth % - Achieved cost improvement % - Trade lane profitability improvement %$ - Growth - New business conversion % - New GP creation $ - New volume kgs Essential Minimum Qualifications - Bachelor’s degree in Logistics, Supply Chain, Business, or a related field. - 10+ years of experience in Air Freight, with 5 years in a regional leadership role. - Strong understanding of regional trade lanes, carrier management, and compliance. - Experience managing operations and contributing to P&L performance. - Proficient in data-driven decision-making and KPI management. - Strong communication, negotiation, and stakeholder engagement skills. - Strategic mindset with adaptability in a dynamic regional logistics environment PHYSICAL DEMANDS - This position is generally sedentary in nature; involves sitting most of the time but may involve walking or standing for brief periods of time. - Must be able to travel. - Ability to occasionally lift up to 10 lbs. required. - Ability to talk and hear required. - Ability to perform repetitive motions required. - Ability to occasionally move inside the office - Must be able to remain in a stationary position for up to 8 hours per day. - Ability to move or position self in order to reach, lift, climb, balance, stoop and crouch required. - Ability to read PC screens; detect color coding, read fine print, and/or normal type size print required. What moves you? At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further. Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up. At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities. To find out more about us visit www.careers.tollgroup.com You must be entitled to work in United States of America and be prepared to undertake pre-employment checks including a criminal history check and medical.