Global Account Manager

GLOBAL ACCOUNT MANAGEMENTJOB DESCRIPTION | SEPTEMBER 2026Global Account ManagerHealthcare focus, with combined global and EMEA regional account responsibilityBuild global partnerships. Turn customer complexity into repeatable, profitable growth.A hands-on commercial leadership role connecting customer strategy, regional execution, quality, pricing and operations.Role at a glanceJob titleGlobal Account ManagerPrimary focusHealthcare and Life Sciences customersDual account scopeGlobal ownership of designated customers and EMEA Regional Account Manager responsibility for selected customers headquartered outside EMEAAdditional scopeSelected accounts in other verticals, as business needs evolveLocationDüsseldorf, Germany, Europe - with regular international travelEmploymentFull-timeThe purpose of the roleThe Global Account Manager owns the strategic development of an assigned portfolio of international customers. The initial emphasis is Healthcare and Life Sciences, where reliability, compliance, temperature integrity and customer trust are essential.Alongside leading designated customers globally (headquartered inside EMEA Region), the role supports selected customers headquartered outside EMEA as their Regional Account Manager for EMEA. In this capacity, the role represents regional priorities, coordinates EMEA execution and works closely with the Global Account Manager located in the customer’s home region.The portfolio may also include selected customers from other industry verticals. Across all assignments, the objective is to turn customer insight into coordinated action, sustainable revenue and gross-profit growth.What you will ownStrategic account leadershipCreate and maintain global or regional account plans with customer priorities, decision makers, white spaces, risks, financial ambition and clear actions.Lead the global strategy as Global Account Manager for designated accounts for which EMEA holds global ownership.For customers headquartered outside EMEA, act as the EMEA Regional Account Manager, align regional priorities with the respective Global Account Manager and represent EMEA opportunities in the global account plan.Set a focused growth agenda across countries, trade lanes and solutions.Customer growth and executive relationshipsBuild trusted relationships with procurement, supply chain, operations, quality and executive stakeholders.Develop business across air, ocean, road, warehousing, customs, control tower and end-to-end solutions.Lead or support strategic customer reviews and executive meetings, depending on the account role.Identify unmet needs and shape opportunities before they become formal RFQs.Commercial ownershipOwn and support RFQs, rate reviews and contract renewals in line with the assigned global or regional responsibility.Qualify opportunities for strategic fit, profitability, feasibility, risk and scalability.Monitor revenue, volume, gross profit, pipeline, win rate and customer performance.Negotiate with discipline and maintain a transparent commercial mechanism as market conditions change.Healthcare and Life Sciences focusUnderstand pharmaceutical, biopharma, medtech and other sensitive healthcare supply chains.Work with Quality, Operations and product experts on GDP-sensitive and temperature-controlled solutions.Apply working knowledge of cold chain, packaging, validated routing, visibility, escalation governance and healthcare warehousing.Ensure proposals and implementations reflect required quality and compliance standards without positioning the account manager as the operational quality owner.How you will workGlobal and regional coordinationCoordinate account managers, country sales, operations, quality, procurement, RFQ, pricing, IT and management around one customer plan.Clarify whether KWE holds global ownership in EMEA or whether the role represents EMEA under a Global Account Manager based in another region.Maintain clear roles, governance, escalation paths, owners and milestones.Connect origin and destination teams around priority lanes and support implementation and stabilisation.Performance and improvementDefine customer-specific KPIs and governance with Operations and Quality.Use data to identify service gaps, margin leakage and growth opportunities.Lead structured recovery and escalation discussions when performance or confidence is at risk.Maintain disciplined follow-up until agreed actions are closed.Market presence and internal leadershipRepresent KWE at selected customer events, industry forums and account workshops.Share account intelligence and customer requirements across the organisation.Help local teams understand the account strategy and how they can contribute.Bring a practical, solution-oriented voice to complex cross-border discussions.What success looks likeStronger global and regional stakeholder relationshipsA qualified pipeline converting into sustainable volume and gross profitClear cooperation between the EMEA Regional Account Manager and the responsible Global Account ManagerReliable governance, accountable follow-up and improving customer performanceKey performance indicatorsAccount-plan quality and milestone executionPipeline, RFQ conversion and growth in strategic lanes or solutionsVolume and gross-profit developmentCustomer retention, share of wallet and stakeholder coverageService recovery, regional alignment and CRM disciplineWhat you bringRequiredSignificant experience in global or regional strategic account management, business development or consultative logistics sales.A track record of developing complex international customers across countries and functions.Commercial judgement covering qualification, pricing, negotiation and profitability.Confidence with senior customer stakeholders and difficult conversations.Strong analytical skills and disciplined execution.Excellent written and spoken English; additional languages are an advantage.Willingness to travel internationally and work across time zones.Highly valuedFreight forwarding, contract logistics or complex international B2B services experience.Healthcare and Life Sciences exposure, particularly GDP-sensitive or temperature-controlled logistics.Knowledge of GDP, IATA CEIV Pharma or ISO-based quality management.Experience with global RFQs, QBRs, SOP governance, CRM and account-planning tools.Your working styleYou think globally but act practically.You can lead directly when you own the account and collaborate effectively when another region holds global ownership.You influence without relying on formal authority.You move comfortably between strategy, numbers, customer meetings and operational detail.You bring clarity to ambiguity and follow through.Reporting and interfacesPortfolio: Initially weighted toward Healthcare and Life Sciences. The assignment combines Global Account Manager responsibility for designated accounts with EMEA Regional Account Manager responsibility for selected customers headquartered outside the region. Selected accounts from other verticals may be added where appropriate.Key interfaces: Global and regional account teams, country management, Sales, RFQ and Pricing, Operations, Quality, Procurement, IT, Legal and Corporate Headquarters.