Job SummaryThe Director of Key Account Sales is a strategic leadership role responsible for deepening relationships with high-value customers, expanding service adoption, and driving sustained revenue and margin growth. This leader will guide and develop a high-performing Key Account Sales Team focused on delivering outstanding customer experiences and increasing share of wallet across complex, multi-location, multi-modal customers. Success in this role comes from a blend of strategic thinking, strong customer influence, team leadership, and a passion for building long-term partnerships. This role oversees key account strategy, solution development, pricing, proposals, negotiation, and overall account growth. Reporting to the Vice President of Sales & Marketing, the Director serves as a trusted partner to both customers and internal stakeholders and plays a key role in achieving the company’s long-term growth objectives. Essential Duties and Responsibilities:Sales Leadership - Develop and execute account growth strategies that expand service penetration across key and strategic accounts
- Achieve and exceed annual revenue, margin, and portfolio growth targets
- Lead and inspire a results-driven Key Account Sales Team focused on solution selling and strategic expansion
- Drive customer engagement at multiple levels, cultivating relationships from operational leads to executive decision-makers
- Ensure effective onboarding and expansion of services with new and existing customers
- Partner with Marketing to sharpen outreach, messaging, and solution positioning
- Represent the organization at industry events, customer forums, and business development opportunities
- Maintain accurate forecasting, pipeline management, and documentation in CRM
Team Leadership & Talent Development - Recruit, coach, and develop sales talent to build a high-performance culture
- Set clear expectations and performance goals, providing consistent coaching and accountability
- Identify skill gaps and implement development plans that elevate team capability and results
- Communicate business priorities, performance, and strategic direction regularly and transparently
Strategic & Financial Management - Collaborate with Operations, Pricing, Finance, and Customer Success to align resources and solutions with customer needs
- Use data and analytics to identify service opportunities and strengthen account performance
- Champion tools, technology, and processes that improve sales efficiency and customer experience
- Lead annual planning and budgeting for key account growth initiatives
- Contribute to strategic projects and perform additional duties as needed
Required Skills & Competencies: - Proven track record of exceeding sales targets in a complex, consultative selling environment
- Strong ability to build trust, influence decisions, and expand customer relationships
- Excellent communication, storytelling, presentation, and executive engagement skills
- High emotional intelligence, with the ability to navigate conflict and inspire alignment
- Ability to manage multiple priorities in fast-moving environments
- Strategic thinker with a bias for action and a continuous improvement mindset
- Skilled negotiator capable of aligning value with customer outcomes
- Proficiency in Microsoft Office and CRM systems
- Willingness to travel up to 50%
Education and Experience: - Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or related field required; MBA or advanced degree preferred
- 10+ years of experience in transportation, logistics, or supply chain preferred
- 8+ years of experience managing and expanding complex key account relationships with measurable success
- 5+ years of people leadership experience preferred
- Experience working directly in operational logistics environments is a plus
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