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.
• Maintain a stationary position for extended periods; move about the office, operate computers and files, as needed; and frequently communicate with others.
• The employee is regularly required to sit and talk or hear. The employee is required to stand, walk, and reach with hands and arms.
• Occasionally, the employee is required to lift boxes up to 20 pounds.

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.