Manager, Account Management

The Opportunity:

In Japan, several customers have hesitated to expand their business with Flexport due to the absence of a dedicated local representative responsible for the market. This has limited our ability to build trust, capture local decision-making opportunities, and grow FOB and LOB business managed inside Japan. As we insource our Japan operations and build our in-country team, we are hiring an Account Manager based in Tokyo to take full ownership of customer retention, expansion, and execution for our existing book of business.

In this role, you will be the trusted Flexport advisor for our Japan customer base — managing day-to-day relationships, identifying expansion opportunities, and partnering closely with our newly insourced Tokyo operations team to deliver consistently high service quality. You will also work hand-in-hand with overseas Flexport sales teams to convert global shipper relationships into Japan-origin and Japan-controlled opportunities.

You will:

• Manage and grow existing customer relationships in Japan, owning the long-term health of your book of business.
• Drive account expansion through cross-sell and up-sell opportunities across Ocean (FCL/LCL), Air, and value-added services.
• Act as the primary local point of contact for key customers, providing the dedicated Japan presence that has previously been missing.
• Coordinate closely with the insourced Tokyo Ocean and Air operations teams to ensure consistent service quality, fast issue resolution, and strong execution.
• Support customer onboarding and stabilize early-stage business for newly acquired accounts, ensuring a smooth transition from sales to steady-state operations.
• Use regular client touch points and business reviews to demonstrate the value Flexport is delivering and to identify new opportunities to deepen the relationship.
• Collaborate with overseas Flexport sales teams to expand FOB business by leveraging existing global shipper relationships and converting them into Japan-origin and Japan-controlled opportunities.
• Support the expansion of FOB and LOB business within the existing Japan customer base, particularly where decision-making and execution are managed locally.
• Serve as the customer's trusted advisor, advocating for their needs internally and finding win-win solutions for the customer and for Flexport.
• Stay current on Japan-relevant supply chain, regulatory, and industry developments and proactively educate customers through change.

You should have:

• Bachelor's degree or equivalent.
• 6+ years of experience in account management, sales, or supply chain operations roles, ideally in freight forwarding, logistics, or 3PL/4PL services.
• Proven track record of growing a book of business with Japanese enterprise customers and strengthening long-term client relationships.
• Strong understanding of Japan import/export trade flows and the operational expectations of Japanese shippers around quality, communication, and reliability.
• Native or business-level Japanese (verbal and written) and professional working English — comfortable operating across a global, English-speaking matrix.
• Solid working knowledge of Ocean (FCL/LCL) and Air freight, with familiarity with FOB / LOB structures and origin control products preferred.
• Strong cross-functional collaborator: able to work effectively with operations, pricing, sales, and global counterparts.
• Excellent communication, organizational, and problem-solving skills, with high attention to detail.
• High integrity, customer-first orientation, and alignment with Flexport's values.

Nice to have:

• Experience supporting BCO and retail customers, including PO and booking management workflows.
• Experience working in a technology-enabled freight forwarder or digital logistics platform.
• Experience as part of a country launch, new office build-out, or insourcing initiative.

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