Senior Key Account Manager

About JD.com

JD.com (NASDAQ: JD and HKEX: 9618), also known as JINGDONG, has evolved from a pioneering e-commerce platform into a leading technology and service provider with supply chain at its core. Renowned for its supply chain innovation and excellence, JD.com has expanded into sectors including retail, technology, logistics, healthcare, and more, aiming to transform traditional business models with cutting-edge digital solutions. Ranked 47th on the Fortune Global 500, JD.com is China's largest retailer by revenue.

Our International Business

We are dedicated to building a digitally intelligent, cross-border supply chain and global retail infrastructure. Leveraging our global supply chain capabilities, JD.com continues to expand in markets where our competitive strengths shine. Currently, JD.com operates globally, with business activities in countries such as China, the U.S., U.K., Netherlands, France, Germany, Spain, Brazil, Hungary, Japan, South Korea, Australia, Thailand, Vietnam, Malaysia, Indonesia, Saudi Arabia, the UAE, and many others, reaching customers in every corner of the world.

Learn more about us: https://corporate.jd.com/

Job Details

Job Title: Senior Key Account Manager

Location: Kuala Lumpur, Malaysia

About the Role

Responsible for managing and growing strategic international accounts, ensuring high service performance, commercial growth, and strong client relationships across JD's global logistics services (fulfilment, line-haul, last-mile, warehousing, cross-border, freight, customs, etc.) In alignment with corporate strategic goals and customer needs, oversee key customer development, relationship maintenance, and supply chain solution implementation. Through business negotiations, resource coordination, and project management, achieve sales targets and optimize customer experience, ultimately driving business growth, increasing market share, and establishing long-term strategic partnerships with customers.

What You'll Do

• Manage end-to-end relationships with key international clients, proactively identify key client needs, build and nurture high-level relationships, and design comprehensive account management strategies to drive successful partnerships and ensure client satisfaction and business continuity.
• Leverage internal and external resources to analyze industry trends and client challenges. Develop tailored supply chain solutions (e.g., cost modeling, pricing strategies), lead bidding and negotiations, and ensure efficient project execution.
• Lead quarterly business reviews (QBRs), performance updates, and commercial discussions.
• Monitor project quality, profitability, and payment timelines. Coordinate cross-functional resources to resolve issues, optimize workflows and cost structures, and achieve business objectives while enhancing profitability.
• Identify upsell opportunities across JD's logistics products (fulfilment, transportation, cross-border shipping, etc.).
• Collaborate with internal teams (operations, international transport, customs, product, finance) to drive seamless service delivery.
• Develop and execute account growth strategies, revenue planning, and retention plans.
• Analyse volume trends, operational efficiency, and client forecasts to optimize capacity planning.
• Gather industry trends, competitor intelligence, and client feedback to produce market analysis reports. Drive product innovation and model enhancements to strengthen the company's competitive edge.

What You'll Bring

• Bachelor's degree in Logistics, Supply Chain, Business, or related fields.
• Proven record managing high-end clients with Proficiency in Mandarin (a must).
• 36+ years experience in logistics, 3PL/4PL, freight forwarding, or e-commerce logistics.
• Strong understanding of cross-border logistics, international shipping, warehousing, and customs processes.
• Excellent client-facing communication and relationship management skills.
• Strong commercial acumen; ability to negotiate and manage contracts.
• Data-driven with strong analytical ability (Excel/BI tools).
• Ability to work in fast-paced and highly matrixed environments.

What We Offer:

• The exciting opportunity to shape category strategies and contribute to the growth of a new and dynamic e-commerce business.
• A diverse, inclusive work environment, where you can make a significant impact on JD.com's regional presence.
• A competitive salary and benefits package, including health insurance, pension, and performance bonuses.

JD.com is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.