Key Skills

Job Description

I. Job Responsibilities 1. China Cross-Border E-Commerce Platform & Key Account Development Responsible for developing J&T Express's China cross-border e-commerce business in the Benelux region, establishing and maintaining partnerships with major Chinese e-commerce platforms, cross-border e-commerce companies, leading sellers, and Chinese brands expanding overseas. Key accounts include: Major Chinese cross-border e-commerce platforms; Leading Chinese e-commerce sellers; Chinese brands expanding into Europe; International e-commerce platforms; Major retailers and e-commerce companies. Key responsibilities include: Develop and execute customer acquisition plans for Chinese cross-border e-commerce businesses; Engage with the headquarters and European/Benelux teams of major Chinese e-commerce platforms; Identify and secure platform logistics projects, regional delivery projects, and other business opportunities; Drive customer testing, quotations, tenders, commercial negotiations, and contract signing; Build and continuously manage the China cross-border e-commerce customer pipeline; Identify additional volume and growth opportunities within existing accounts; Drive growth of China-to-Benelux inbound parcels and intra-Europe delivery business; Continuously expand J&T Express's logistics business with Chinese cross-border e-commerce platforms, sellers, and brands in the Benelux region. 2. Benelux Local Customer Development Responsible for developing local e-commerce and commercial customers across the Netherlands, Belgium, and Luxembourg, expanding J&T Express's local customer base and business network in the Benelux market. Key customer segments include: Local e-commerce platforms; European e-commerce companies; Major local retailers; E-commerce sellers; 3PL / 4PL logistics companies; Local brands; European headquarters of Chinese brands; Chinese / Asian cross-border e-commerce companies. Responsible for managing the full customer acquisition and business development process, including customer prospecting, needs analysis, solution development, quotation, commercial negotiation, contract signing, implementation, and subsequent parcel volume growth. 3. Build the Benelux Commercial Network & Customer Map Responsible for establishing and continuously developing a database and customer map of key accounts across the Benelux region, systematically mapping their business scale and logistics requirements. Continuously identify potential customers and build, manage, and convert the key account pipeline across the Benelux region. 4. Commercial Negotiation, Tender Management & Customer Implementation Responsible for commercial development and successful implementation of key customer partnerships, including: Commercial quotations and pricing strategies; Price negotiations; Tender / RFQ / RFP processes; Design of customer logistics solutions; Negotiation of commercial terms and contracts; Customer testing and business implementation; Key account relationship management; Customer volume growth and long-term business development. Coordinate with internal teams including Operations, Finance, IT, and Customer Service to drive customers from commercial agreement through to operational launch and ensure successful project implementation. 5. Market & Competitor Analysis Continuously monitor the express delivery, logistics, and Last Mile markets across the Benelux and Europe, with a focus on major competitors' products, pricing, service capabilities, and market strategies. Key companies to monitor include: PostNL DHL DPD GLS UPS FedEx Evri Amazon Logistics Other local Last Mile logistics providers Continuously track market competition, customer needs, and industry trends, and provide management with timely insights into the Benelux market, changes in customer requirements, and potential business opportunities to support the company's business strategy and market expansion. II. Key Objectives of the Role The key objective of this role is to continuously develop Chinese cross-border e-commerce customers and local Benelux customers, drive growth in new customers, parcel volumes, and revenue, and build a sustainable customer pipeline and commercial network. KPIPriority Chinese cross-border e-commerce platform development ★★★★★ Leading Chinese seller development ★★★★★ New parcel volume ★★★★★ New revenue ★★★★★ Benelux local customer development ★★★★★ Number of new customers signed ★★★★☆ Customer pipeline ★★★★☆ Customer retention & incremental business ★★★★☆ Gross profit contribution ★★★★☆ III. Qualifications & Requirements Required: 3+ years of experience in logistics, express delivery, e-commerce, supply chain, or related industries; Proven experience in B2B key account development and business development; Strong understanding of the Chinese cross-border e-commerce industry and cross-border logistics business models; Existing customer network among Chinese e-commerce platforms, brands, or major sellers; Good knowledge of the European express delivery, logistics, and Last Mile markets; Strong ability to independently develop customers, conduct commercial negotiations, and close contracts; Ability to build a customer pipeline from 0 to 1 and independently drive business opportunities through to implementation; Strong commercial awareness, customer development capabilities, and cross-functional coordination skills. Preferred: Experience managing key accounts such as Temu, SHEIN, AliExpress, TikTok Shop, etc.; Previous experience at logistics companies such as DHL, DPD, PostNL, GLS, UPS, FedEx, Amazon Logistics, etc.; Experience in European market expansion for Chinese logistics companies; Existing customer network in the Netherlands, Belgium, or Luxembourg; Experience with Chinese companies expanding into overseas and European markets; Experience in commercial partnerships with cross-border e-commerce platforms, brands, or leading sellers. IV. Language Requirements Required: Fluent in English; Fluent in Chinese. Preferred: Dutch; French. V. Ideal Candidate Profile We are not looking for a traditional Marketing Manager, but rather a commercial leader with a combination of customer resources, sales capabilities, cross-border e-commerce industry experience, and local European business networks. The ideal candidate should be able to cover both Chinese cross-border e-commerce platforms and the local Benelux market, identifying and converting business opportunities across both channels. 1. China Cross-Border E-Commerce Platform Chinese Headquarters / E-Commerce Platform → European Procurement / Logistics Team → Benelux Regional Project → J&T Express The ideal candidate should be able to leverage relationships with Chinese headquarters and e-commerce platforms, identify European business opportunities, and drive specific projects through to implementation in the Benelux region. 2. Benelux Local Market Local E-commerce / Brands / Retailers / Logistics Companies → Business Development & Needs Analysis → J&T Express Quotation & Logistics Solution → Commercial Negotiation & Contract Signing → Customer Implementation → Parcel Volume & Revenue Growth Ultimately, the role will be responsible for the business development, customer relationships, contract signing, revenue, and parcel volume growth of the assigned customer portfolio. 一、岗位职责 1. 中国跨境电商平台及重点客户开发 负责 J&T Express 在荷比卢区域的中国跨境电商业务开发，建立并维护与中国主要电商平台、跨境电商企业、头部卖家及品牌出海企业的合作关系。 重点客户包括： Temu SHEIN AliExpress TikTok Shop Alibaba 相关业务 中国大型跨境电商平台 中国头部跨境电商卖家 中国品牌出海企业 主要负责： 制定并执行中国跨境电商客户开发计划； 对接中国电商平台总部及欧洲/荷比卢区域团队； 获取平台物流项目、区域配送项目及其他商业合作机会； 推动客户测试、报价、招投标、商务谈判及合同签署； 建立并持续维护中国跨境电商客户 Pipeline； 深挖现有客户包裹量及增量业务机会； 推动中国→荷比卢进口包裹及欧洲境内配送业务增长； 持续拓展中国跨境电商平台、卖家及品牌客户在 Benelux 区域的物流需求。 2. 荷比卢本地客户开发 负责荷兰、比利时、卢森堡本地电商及商业客户的开发，拓展 J&T Express 在 Benelux 市场的本地客户及业务网络。 重点客户包括： 本地电商平台； 欧洲电商企业； 本地大型零售商； 电商卖家； 3PL / 4PL 物流企业； 本地品牌； 中国品牌欧洲总部； 华人/亚洲跨境电商企业。 负责完整推动客户从商机到业务落地的全过程： 包括客户开发、需求挖掘、方案制定、报价、商务谈判、合同签署、项目上线及后续包裹量增长。 3. 建立 Benelux 商业网络及客户地图 负责建立并持续完善荷比卢区域重点客户数据库及客户地图，系统梳理重点客户的业务规模及物流需求。持续挖掘潜在客户，建立、维护并推动 Benelux 区域重点客户 Pipeline 转化。 4. 商务谈判、投标及客户落地 负责重点客户的商务开发及合作落地，包括： 商务报价及价格策略； 价格谈判； Tender / RFQ / RFP； 客户物流服务方案设计； 商务条款及合同谈判； 客户测试及业务上线； 重点客户关系维护； 客户业务量增长及长期合作拓展。 协调 Operations、Finance、IT、Customer Service 等内部团队，推动客户从商务签约至实际运营上线，确保客户项目顺利落地。 5. 市场及竞争分析 持续研究 Benelux 及欧洲快递、物流及 Last Mile 市场，关注主要竞争对手的产品、价格、服务能力及市场策略。 重点关注企业包括： PostNL DHL DPD GLS UPS FedEx Evri Amazon Logistics 其他本地 Last Mile 物流企业 持续跟踪市场竞争格局、客户需求及行业趋势，及时向公司管理层提供荷比卢市场信息、客户需求变化及商业机会分析，为公司业务策略及市场拓展提供支持。 二、岗位核心目标 该岗位核心目标是持续拓展中国跨境电商及 Benelux 本地客户，推动新增客户、新增包裹量及营业收入增长，同时建立长期稳定的客户 Pipeline 和商业网络。 KPI重点程度 中国跨境电商平台客户开发 ★★★★★ 中国头部卖家开发 ★★★★★ 新增包裹量 ★★★★★ 新增营业收入 ★★★★★ Benelux 本地客户开发 ★★★★★ 新签客户数量 ★★★★☆ 客户 Pipeline ★★★★☆ 客户留存及增量业务 ★★★★☆ 毛利贡献 ★★★★☆ 三、任职要求 必须具备 3年以上物流、快递、电商、供应链或相关行业工作经验； 具有 B2B 大客户开发及商务拓展经验； 熟悉中国跨境电商行业及跨境物流业务模式； 具有中国电商平台、品牌或大型卖家客户资源； 熟悉欧洲快递、物流及 Last Mile 市场； 具备独立开发客户、商务谈判及合同签署能力； 能够独立从 0 到 1 建立客户 Pipeline 并推动业务落地； 具备较强的商业敏感度、客户拓展能力及跨部门协调能力。 优先考虑 曾负责 Temu、SHEIN、AliExpress、TikTok Shop 等重点客户； 曾在 DHL、DPD、PostNL、GLS、UPS、FedEx、Amazon Logistics 等物流企业工作； 具有中国物流企业欧洲市场拓展经验； 具有荷兰、比利时或卢森堡本地客户资源； 熟悉中国企业出海及欧洲本地业务拓展； 具有跨境电商平台、品牌或头部卖家商务合作经验。 四、语言要求 必须： 英语流利； 中文流利。 优先： 荷兰语； 法语。 五、理想候选人画像 我们寻找的不是传统意义上的 Marketing Manager，而是一名兼具客户资源、销售能力、跨境电商行业经验及欧洲本地商业资源的商业负责人。 理想候选人能够同时覆盖中国跨境电商平台端及Benelux 本地市场端两类业务机会。 1. 中国跨境电商平台端 中国总部 / 电商平台→欧洲采购 / 物流团队→荷比卢区域项目→J&T Express 能够从中国总部及平台资源出发，识别欧洲业务机会，并推动具体项目在荷比卢区域落地。 2. Benelux 本地市场端 本地电商 / 品牌 / 零售商 / 物流企业→商务开发及需求挖掘→J&T Express 报价及物流方案→商务谈判及签约→客户上线→包裹量及收入增长 最终对所负责客户的业务开发、客户关系、签约、收入及包裹量增长负责。

Core Responsibilities

Develop Chinese cross-border e-commerce and local Benelux customers, securing partnerships and growing customer accounts, parcel volumes, and revenue. Manage the full commercial process from prospecting and solution design through pricing, tenders, negotiation, contract signing, implementation, and ongoing account growth.

Requirements

Requires at least three years of experience in logistics, express delivery, e-commerce, supply chain, or a related industry, with proven B2B key account and business development experience. Candidates must understand Chinese cross-border e-commerce and European logistics markets, be fluent in Chinese and English, and be able to independently develop customers, negotiate contracts, and coordinate implementation.