Senior Account Manager – LTL

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Oversee a portfolio of strategic and intricate LTL transportation clients.

• Act as a trusted advisor and primary relationship manager for executive and operational stakeholders within customer organizations.

• Identify, pursue, and secure new shipping opportunities within designated accounts and target markets.

• Formulate and implement strategic account growth strategies aligned with customer supply chain objectives.

• Collaborate with Operations, Customer Service, Pricing, Commercial, Sales, and Leadership teams.

• Analyze customer expenditures, shipping trends, transportation network activities, market dynamics, revenue patterns, satisfaction metrics, and retention risks.

• Recognize opportunities for organic growth, share-of-wallet expansion, and additional transportation solutions.

• Establish customer-specific performance indicators and reporting frameworks; lead corrective actions and continuous improvement initiatives.

• Develop and conduct Quarterly Business Reviews, executive-level business reviews, and strategic planning sessions.

• Enhance account retention, growth, and profitability through commercial strategies, contract renewals, pricing negotiations, and discussions.

• Assist in RFP responses, customer expansions, contract negotiations, and win-back strategies.

• Offer mentorship and share best practices with Account Managers and team members as an LTL subject matter expert.

• Lead customer onboarding, implementation, solution launches, and major account transitions.

• Manage high-level customer escalations, service issues, and operational challenges.

• Maintain account plans, forecasts, customer activities, opportunities, and pipeline visibility in Salesforce and other business systems.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor’s degree in Business, Supply Chain, Logistics, Transportation, or a related field from an accredited college or university is required.

• A minimum of 5 years of experience in transportation, logistics, account management, business development, or related customer-facing roles is required.

• Proven success in managing strategic customer relationships.

• In-depth knowledge of transportation, freight operations, transportation networks, pricing strategies, terminal/station environments, and related logistics functions.

• Experience in managing complex customer accounts, leading executive-level discussions, and developing strategic account growth plans.

• Strong business acumen with the ability to analyze financial, operational, and customer performance data.

• Capability to identify revenue risks, formulate retention strategies, lead commercial discussions, and promote profitable customer growth.

• Outstanding relationship management, communication, negotiation, presentation, and problem-solving abilities.

• Ability to influence cross-functional teams and manage competing priorities in a dynamic environment.

• Exercise discretion and maintain confidentiality when handling sensitive information.

• Proficient with Windows PCs, Microsoft O365, Salesforce, and web conferencing tools such as Teams, Zoom, and Webex.

• Must be willing to travel for meetings and events related to the job.

🏝️ Benefits

• Remote work arrangement.

• Travel for related meetings and events.