Director Strategic Operations & Accounts - West Pacific

About Us

Matson has been the leading ocean shipping and logistics provider throughout the Pacific since 1882. We are the supply chain lifeline for Hawaii, Alaska, Guam, and islands of the South Pacific. We also offer the top two ocean shipping services in the world’s largest trade lane - Asia to the U.S. West Coast. With our subsidiaries Matson Terminals and Matson Logistics, our business focus is exceeding customer expectations with quality, reliability, and integrity.

We strive to operate in an environmentally sustainable manner and promote land-based environmental programs in Hawaii, Guam, and Alaska. We help improve the communities in which we work and live through our community giving program that annually supports hundreds of local organizations.

Matson is honored to be certified as a Great Place to Work. Our team of dedicated and talented employees consistently deliver exceptional results for our customers and the communities in which we serve.

Learn more at matson.com.

About the Role

The Director, Strategic Operations and Accounts – West Pacific is responsible for the strategic leadership, retention, and growth of a defined portfolio of existing government and commercial customer accounts This role leads the development and execution of medium-to long-term account strategies designed to protect, grow, and diversify established relationships supporting Matson’s West Pacific Service. The Director identifies and pursues new commercial and military opportunities through proactive engagement with senior DoD leadership and key stakeholders. The Director maintains senior-level relationships with key DoD, government, and commercial stakeholders, serves as the senior escalation point for complex account issues, and identifies cross-sell, up-sell, and repeat service opportunities within existing accounts. The Director leads Matson’s engagement with USTRANSCOM and subordinate organizations operating across their areas of responsibility. Success in this role requires deep expertise in navigating complex DoD military construction (MILCON) lifecycle, including project development, construction, and its funding process as an appropriation within the federal budget. Possesses strong capability to establish and maintain exceptional relationships with stakeholders across government and industry.

Working closely with key internal stakeholders, the Director develops and executes growth strategies that position Matson as the preferred logistics partner for existing and emerging opportunities. This role combines strategic vision, operational execution, and leadership capability to deliver measurable business growth and strengthen Matson’s presence in the region.

What you’ll do:

• Lead West Pacific key account and customer relationship strategy aligned to retention, growth, and long-term account value.
• Develop and execute medium-to long-range account plans to protect, grow, and diversify assigned key accounts.
• Build, sustain, and deepen senior-level DoD, government, and commercial customer relationships for assigned key accounts.
• Serve as senior escalation point for complex customer, service, and relationship issues.
• Identify and pursue cross-sell, up-sell, and repeat sales opportunities within existing customer relationships.
• Develop and manage strategic partnerships that support existing account requirements and service delivery.
• Coordinate cross-functional teams to ensure service execution, customer satisfaction, and delivery of agreed account outcomes.
• Monitor and report on account performance, customer retention, growth opportunities, and market trends.
• Translate market intelligence into actionable growth initiatives. 
• Partner with Pricing, Operations, Government Services, and Finance to support profitable account growth.

You have these skills:

• Strategic Leadership - Shapes long-term vision and drives initiatives that deliver sustainable growth.
• Relationship Management - Builds trust and influence with senior stakeholders across government and industry.
• Business Acumen - Understands market dynamics and anticipates changes in regulatory and operational environments.
• Collaboration - Works effectively across functions and g