Vice President of Strategic Customer Accounts

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Serve as the executive owner for a portfolio of enterprise customers.
• Develop and execute multi-year strategic account plans aligned with customer business objectives (externally) and forecasts or financial planning (internally).
• Build a deep understanding of each customer's supply chain, industry, competitive landscape, and growth strategy.
• Maintain executive ownership of the commercial health and long-term value of each customer relationship and report to Executive Leadership on account performance.
• Drive industry-leading customer retention through proactive relationship management and value creation.
• Identify and execute opportunities to expand wallet share across transportation modes, managed services, technology, and supply chain solutions.
• Develop expansion strategies across business units, operating divisions, and geographic markets.
• Build and maintain a pipeline of organic growth opportunities within assigned accounts.
• Partner with Center of Excellence and Solution Specialists when new opportunities require additional expertise.
• Develop trusted relationships with executive stakeholders across Supply Chain, Procurement, Operations, Finance, IT, and the C-Suite.
• Serve as the primary executive contact for strategic customer initiatives.
• Participate in Quarterly and Executive Business Reviews focused on business outcomes, innovation, performance, and future opportunities.
• Expand executive sponsorship throughout both organizations.
• Lead commercial discussions including pricing strategy, contract renewals, amendments, and long-term partnership agreements.
• Protect account profitability while delivering measurable customer value.
• Develop business cases and ROI analyses supporting customer investments and solution expansion.
• Forecast revenue, margin, and growth opportunities within assigned accounts.
• Collaborate with internal subject matter experts to develop customized transportation and supply chain solutions.
• Translate customer business objectives into scalable logistics strategies.
• Champion innovation that differentiates the organization and creates competitive advantage.
• Avoid organizational barriers that impact customer success and long-term growth.

JOB REQUIREMENTS

• Bachelor's degree in related field or equivalent.
• 7+ years of enterprise sales, strategic account management, or business development experience in Transportation or 3PL Logistics.

KNOWLEDGE, SKILLS, AND ABILITIES

• Demonstrated success managing Fortune 500 or large enterprise customer relationships.
• Proven ability to grow existing accounts through consultative selling and executive relationship development.
• Truckload Market Lane level expertise in pricing review.
• Experience negotiating complex commercial agreements and multi-year contracts.
• Executive presence and communication skills.
• Strategic thinking and business acumen.
• Consultative and value-based selling.
• Relationship development and influence.
• Commercial negotiation.
• Financial and operational business understanding.
• Cross-functional leadership.
• Customer advocacy.
• Problem-solving and decision-making.

WORK ENVIRONMENT

• Standard office environment, usually indoors away from the elements with moderate noise.
• Moderate physical effort required, including maintaining a stationary position for extended periods, moving about the office, operating computers and files, communicating with others, sitting, standing, reaching with hands and arms, lifting boxes up to 20 pounds, and occasional weekend and evening work.

SCHEDULING

• This is a full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. – 5:00 p.m.
• An employee in this position must be available to work occasionally on weekends and evenings, during peak periods.

TRAVEL

• Local travel is required.
• Out-of-state travel is limited but may be required for special training/conferences.