Director of Key Account Sales

Director of Key Account Sales

The Director 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.

• 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
• 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

• 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 required
• 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%

• 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

• Director

• Full‑time

• Sales and Business Development

• Truck Transportation