Key Account Manager

NORTON LILLY INTERNATIONAL INC•Houston, TX

6d•Onsite

About The Position

We are seeking a proactive and commercially driven Key Account Manager (KAM) to join our commercial team. The ideal candidate will be responsible for managing and developing strategic relationships with key clients, ensuring excellent service delivery, and identifying opportunities for account growth in line with company objectives. You will act as the primary liaison between our agency and major shipping lines, vessel owners, and charterers. Summary of Objectives Serve as the primary point of contact for key named accounts, overseeing and advancing long-term client relationships critical to company performance. Monitor account profitability, track service cost estimates vs. actuals, and manage invoicing accuracy. Identify and address potential revenue leakage by recommending and implementing corrective actions. Conduct quarterly review meetings with key accounts to assess satisfaction, address concerns, and discuss evolving client needs. Identify upselling or cross-selling opportunities (e.g., additional agency services, husbandry, logistics support). Prepare commercial proposals, negotiate service rates, and support the legal team in contract renewals and compliance. Responsible for driving new business revenue and enhancing account value within their assigned regional customer base. Execution of regional/local commercial process and procedures aligned with global sales policies. Develop a comprehensive and structured pipeline aligned with the business plan, encompassing lead generation, qualification, and proposal stages to secure customer commitment and close sales. Build and sustain strong relationships across all levels of the customer’s organization. Conduct regular, structured account meetings with clearly defined objectives, agendas, and desired outcomes. Ensure thorough and accurate documentation of customer interactions, account activity, and opportunities to support planning and execution. Proactively manage and ensure the timely collection of accounts receivable from assigned customer accounts, safeguarding company cash flow. Obtain customer commitment and secure agreement to advance business directives. Manage contract formation and tender processes in collaboration with the contracts team and under the direction of the Commercial Manager. Conduct post-sale reviews and follow-ups to evaluate outcomes and strengthen long-term customer partnerships. Position yourself and NLI as the trusted partner for Port Agency and Marine Services by expanding industry knowledge, building networks with reputable sources and partners, researching and analyzing market trends, and representing the company at industry events. Share industry insights and experiences across the Sales Team and broader organization to strengthen Inchcape’s value proposition. Oversee incident management and escalate emergencies in compliance with company protocols. Develop customer-specific Safety SOPs and provide training to the Operations team to strengthen compliance and service standards. Collaborate closely with port agents, finance, marine operations, and HSSE departments to align service delivery across functions. Ensure all operations adhere to local port regulations, maritime law, and international compliance standards (e.g., ISPS, MARPOL). Collect feedback on port services, identify client pain points, and provide management with reports on competitor activity and service gaps. Abide by company HSEQ policies and procedures. This job description is not exhaustive; additional duties may be assigned as needed. This role may evolve in response to changes in industry practices and technological advancements.

Requirements

Bachelor’s degree in business, Maritime Studies, Logistics, or a related field is required.
3–5 years of experience in key account management, preferably within the maritime or shipping industry, is highly preferred.
Previous experience in the marine agency or related industry is required.
Strong understanding of port agency services and vessel operations is highly preferred.
Proficiency Microsoft Office Suite is required.
Must have excellent organization skills and ability to multi-task procedural and project management tasks within short time constraint situations.
Ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment.
Ability to multitask and work in a dynamic fast paced environment with tight deadlines.
Ability to pivot among priorities quickly and deliver short-term analytics and long-term projects.
Excellent communication and leadership skills are mandatory.
Comfortable communicating and interacting with remote teams at all levels to gather information.
Confident with decision making regarding determining project guidelines, purpose, following through and completion.
Ability to work collaboratively across departmental functions.
Self-directed, results oriented.
Ability to travel regionally and internationally as required.
Must have a valid driver’s license and clean / safe motor vehicle record.
Must be able to obtain a Transportation Workers Identification Card (TWIC).

Responsibilities

Serve as the primary point of contact for key named accounts, overseeing and advancing long-term client relationships critical to company performance.
Monitor account profitability, track service cost estimates vs. actuals, and manage invoicing accuracy.
Identify and address potential revenue leakage by recommending and implementing corrective actions.
Conduct quarterly review meetings with key accounts to assess satisfaction, address concerns, and discuss evolving client needs.
Identify upselling or cross-selling opportunities (e.g., additional agency services, husbandry, logistics support).
Prepare commercial proposals, negotiate service rates, and support the legal team in contract renewals and compliance.
Responsible for driving new business revenue and enhancing account value within their assigned regional customer base.
Execution of regional/local commercial process and procedures aligned with global sales policies.
Develop a comprehensive and structured pipeline aligned with the business plan, encompassing lead generation, qualification, and proposal stages to secure customer commitment and close sales.
Build and sustain strong relationships across all levels of the customer’s organization.
Conduct regular, structured account meetings with clearly defined objectives, agendas, and desired outcomes.
Ensure thorough and accurate documentation of customer interactions, account activity, and opportunities to support planning and execution.
Proactively manage and ensure the timely collection of accounts receivable from assigned customer accounts, safeguarding company cash flow.
Obtain customer commitment and secure agreement to advance business directives.
Manage contract formation and tender processes in collaboration with the contracts team and under the direction of the Commercial Manager.
Conduct post-sale reviews and follow-ups to evaluate outcomes and strengthen long-term customer partnerships.
Position yourself and NLI as the trusted partner for Port Agency and Marine Services by expanding industry knowledge, building networks with reputable sources and partners, researching and analyzing market trends, and representing the company at industry events.
Share industry insights and experiences across the Sales Team and broader organization to strengthen Inchcape’s value proposition.
Oversee incident management and escalate emergencies in compliance with company protocols.
Develop customer-specific Safety SOPs and provide training to the Operations team to strengthen compliance and service standards.
Collaborate closely with port agents, finance, marine operations, and HSSE departments to align service delivery across functions.
Ensure all operations adhere to local port regulations, maritime law, and international compliance standards (e.g., ISPS, MARPOL).
Collect feedback on port services, identify client pain points, and provide management with reports on competitor activity and service gaps.
Abide by company HSEQ policies and procedures.