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Job description
Job Overview
The 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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Worksite address
jacksonville, FL, 32290, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.