Key Client Director

Job description

Overview

The Key Client Director (KCD) is responsible for building and maintaining the strategic partnership with Global Key Clients to position Maersk as the preferred logistics partner.

The KCD will maximise Maersk’s business result through a combination of world-class account management, business development, and consultative selling.

Key Accountabilities

• Develop and execute a comprehensive strategic account plan for FMCG clients, fully aligning with their global supply chain strategies and business objectives.
  
  
• Understand Maersk’s positioning versus competitors and leverage insights to strengthen market differentiation.
  
  
• Co-create a joint strategic roadmap with the customer and Client Program Director to drive long-term growth.
  
  
• Build strong networks with decision-makers, influencers, and stakeholders at FMCG organizations, from operational leaders to C-suite executives.
  
  
• Shape customer-specific value propositions that emphasize reliability, speed-to-market, and sustainability in FMCG supply chains.
  
  
• Provide FMCG market insights to Global Product and Vertical teams to guide solution development and innovation.
  
  
• Inspire and lead an Account Team culture that is highly customer-centric, embedding the client identity into all activities.
  
  

Customer Experience & Relationship Management

• Act as the primary point of accountability for end-to-end FMCG customer experience across regions and functions.
  
  
• Connect and align global Maersk teams across operations, products, and geographies to ensure seamless delivery.
  
  
• Drive proactive communication with clients, ensuring visibility of performance, service outcomes, and continuous improvement initiatives.
  
  
• Conduct regular business reviews with FMCG customers to assess satisfaction, track KPIs, and jointly identify areas for optimization.
  
  

Business Development, Sales & Growth Opportunities

• Lead opportunity identification in line with customer roadmaps and FMCG market trends, ensuring growth alignment with their priorities.
  
  
• Drive and own major FMCG sales pursuits — particularly large-scale, multi-country, or global opportunities — following Maersk’s defined sales process.
  
  
• Ensure all proposals and value propositions are tailored to the FMCG industry’s specific requirements, including agility, resilience, and cost efficiency.
  
  

Operational Delivery, Governance & Performance Management

• Define and align KPIs, SLAs, and governance structures with FMCG clients to ensure mutual accountability and success.
  
  
• Monitor service delivery and contract compliance, proactively addressing gaps and ensuring transparent communication with clients.
  
  
• Partner closely with operations, customer service, and implementation teams to ensure seamless execution of services in line with agreed commitments.
  
  
• Ensure full compliance with Maersk’s global account management standards, processes, and reporting guidelines.
  
  

What We Are Looking For

• Bachelor’s Degree in Business Administration, Supply Chain Management, Logistics, or related field.
  
  
• Minimum of 10 years’ experience in key account management, sales, or business development within logistics and freight forwarding.
  
  
• Proven success in managing and growing major FMCG accounts globally, with deep knowledge of consumer-driven supply chains.
  
  
• Strong record in negotiating complex contracts and building long-term partnerships with multinational FMCG organizations.
  
  
• Highly skilled in consultative selling, with ability to engage, influence, and build trust with C-suite executives.
  
  
• Experienced in market analysis and competitor benchmarking to anticipate customer needs.
  
  
• Comfortable operating in a global matrix organization, effectively aligning regional and functional teams to serve customer needs.
  
  

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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Seniority level

Not Applicable

Employment type

Full-time

Job function

Sales and Business Development

Industries

Transportation, Logistics and Storage

Required Skill Profession

Sales Management