Global Account Director

About Us

Headquartered in Singapore, SATS Ltd. is one of the world’s largest providers of air cargo handling services and Asia’s leading airline caterer. SATS Gateway Services provides airfreight and ground handling services including passenger services, ramp and baggage handling, aviation security services, aircraft cleaning and aviation laundry. SATS Food Solutions serves airlines and institutions, and operates central kitchens with large-scale food production and distribution capabilities for a wide range of cuisines.

SATS is present in the Asia-Pacific, the Americas, Europe, the Middle East and Africa, powering an interconnected world of trade, travel and taste. Following the acquisition of Worldwide Flight Services (WFS) in 2023, the combined SATS and WFS network operates over 225 stations in 27 countries. These cover trade routes responsible for more than 50% of global air cargo volume. SATS has been listed on the Singapore Exchange since May 2000. For more information, please visit www.sats.com.sg

Why Join Us

At SATS, people are our greatest asset and we build our success on the knowledge, expertise and performance of every contributor, by embracing diversity and uniqueness. As part of our holistic approach and commitment to embracing FAM (Fulfilling, Appreciated, Meaningful) in the workplace, we offer the runway to develop Fulfilling careers that foster your career growth, recognising and Appreciating the strength of talent and capabilities that we continue to build internally; and inspiring and encouraging each other to make Meaningful contributions in the work we do at SATS.

Key Responsibilities

SATS is expanding its portfolio of specialized services to support evolving customer needs across the end-to-end supply chain. The Global Account Director will serve as the centralized, single point of commercial contact for a portfolio of assigned strategic Chinese e-commerce and logistics customers. The role is responsible for developing and executing customer growth strategies that maximize revenue across both standard cargo handling services and specialized services offerings, strengthen long-term strategic partnerships, and increase customer loyalty and share of wallet. Working closely with regional commercial teams, operational stakeholders, and the New Product Development (NPD) team, the Global Account Director will identify new growth opportunities, align SATS solutions with customer supply chain strategies, and support the development and scaling of innovative services tailored to the fast-growing e-commerce sector. This role reports directly to the Global Head of Strategic Accounts – Gateway Services.

• Develop, manage, and grow strategic relationships with assigned Chinese e-commerce customers and their logistics partners, serving as the primary commercial contact globally.

• Deliver annual revenue, profitability, and growth targets across both standard cargo handling services and specialized services for assigned accounts.

• Create and execute multi-year Customer Development Plans that drive revenue growth, increase customer stickiness, and establish long-term strategic partnerships with key e commerce customers.

• Identify opportunities to expand SATS’ share of wallet through cross-selling and upselling cargo handling, ground handling, perishables, e-commerce logistics, trucking, warehousing, customs-related, and other specialized services solutions.

• Partner closely with the NPD team to identify emerging market needs, generate product and service ideas, and support commercialization and scaling of new service offerings.

• Conduct regular business reviews (QBRs) with assigned customers to review performance, service levels, growth opportunities, network expansion plans, and strategic initiatives.

• Build strong relationships with senior commercial, logistics, operations, and procurement decision-makers within customer organizations and across their logistics ecosystems.

• Work closely with executive sponsors, regional and local P&L owners, operational leaders, and commercial teams to align account strategies and ensure successful execution across SATS’ global network.

• Coordinate cross-functional teams including Operations, Network Planning, IT, Finance, Product, and Customer Experience to support customer growth objectives and deliver service excellence.

• Maintain visibility of customer pipelines, opportunities, contracts, and account activities through SATS-approved CRM and account management systems.

• Act as the senior escalation point for significant customer issues or service disruptions, coordinating internal resources to ensure timely resolution and maintain customer satisfaction.

• Lead commercial negotiations and support contract renewals, ensuring sustainable and mutually beneficial outcomes for both SATS and customers.

• Collaborate with regional commercial and finance teams on annual budgeting, forecasting, and target-setting processes for assigned accounts.

• Monitor industry, e-commerce, and logistics market trends, competitive developments, and customer supply chain strategies to identify new business opportunities and support strategic planning.

• Support collection efforts and follow up on outstanding receivables where necessary while maintaining strong customer relationships.

Key Requirements

• Minimum 10 years of global account management, business development, or commercial leadership experience within air cargo, logistics, e-commerce supply chains, freight forwarding, airport services, or related industries.

• Excellent track record of delivering significant revenue growth, customer retention, and strategic account development across multinational and regional customers.

• Strong, proven relationships with key decision-makers within Chinese e-commerce platforms, cross-border e-commerce merchants, logistics providers, integrators, and relevant supply chain partners.

• Deep understanding of cross-border e-commerce supply chains, air cargo networks, fulfillment models, and the operational requirements supporting high-growth e commerce businesses.

• Extensive experience working in a matrix organization across commercial, operational, product, and P&L stakeholders, with the ability to align diverse teams around customer objectives.

• Excellent communication, negotiation, and presentation skills with demonstrated experience engaging senior executives and influencing strategic decision-making.

• Strong understanding of global sales processes, strategic account management methodologies, contract negotiations, and CRM systems.

• Operational knowledge of cargo handling, airport ground services, and air freight logistics, with the ability to translate operational capabilities into customer value propositions.

• Operational and commercial experience supporting e-commerce logistics, cross-border trade, air cargo, freight forwarding, or integrated supply chain solutions, preferably within Asia-Pacific and China trade lanes.

• Demonstrated ability to identify new market opportunities, develop commercial strategies, and successfully launch or scale new products and services in collaboration with cross-functional teams.

• Fluency in English and Mandarin is required.