Vice President of Strategic Customer Accounts

The Vice President of Strategic Customer Accounts is responsible for the long-term commercial success of the organization's largest and most strategic enterprise customers. Serving as the executive owner of assigned accounts, this role is responsible for developing trusted executive relationships, driving customer retention, expanding wallet share, and ensuring customers achieve measurable business outcomes through the organization's transportation and supply chain solutions.

This is a farmer-oriented enterprise sales role focused on maximizing customer lifetime value through strategic relationship management, consultative selling, and organic growth. The role does not own day-to-day operational execution. Instead, they leverage cross-functional teams to deliver exceptional customer experiences while remaining focused on executive engagement, commercial strategy, and profitable growth.

The Vice President of Strategic Customer Accounts serves as the CEO of the customer relationship, balancing customer success with company profitability while positioning the organization as a long-term strategic partner. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Strategic Customer Leadership

• Serve as the executive owner for a portfolio of enterprise customers.
• Develop and execute multi-year strategic account plans aligned with customer business objectives (externally) and forecasts or financial planning (internally)
• Build a deep understanding of each customer's supply chain, industry, competitive landscape, and growth strategy.
• Maintain executive ownership of the commercial health and long-term value of each customer relationship and report to Executive Leadership on account performance

Customer Retention & Growth

• Drive industry-leading customer retention through proactive relationship management and value creation.
• Identify and execute opportunities to expand wallet share across transportation modes, managed services, technology, and supply chain solutions.
• Develop expansion strategies across business units, operating divisions, and geographic markets.
• Build and maintain a pipeline of organic growth opportunities within assigned accounts.
• Partner with Center of Excellence and Solution Specialists when new opportunities require additional expertise.

Executive Relationship Management

• Develop trusted relationships with executive stakeholders across Supply Chain, Procurement, Operations, Finance, IT, and the C-Suite.
• Serve as the primary executive contact for strategic customer initiatives.
• Participate in Quarterly and Executive Business Reviews focused on business outcomes, innovation, performance, and future opportunities.
• Expand executive sponsorship throughout both organizations.

Commercial Leadership

• Lead commercial discussions including pricing strategy, contract renewals, amendments, and long-term partnership agreements.
• Protect account profitability while delivering measurable customer value.
• Develop business cases and ROI analyses supporting customer investments and solution expansion.
• Forecast revenue, margin, and growth opportunities within assigned accounts.

Strategic Solution Development

• Collaborate with internal subject matter experts to develop customized transportation and supply chain solutions.
• Introduce new capabilities that improve customer performance and strengthen long-term partnerships.
• Translate customer business objectives into scalable logistics strategies.
• Champion innovation that differentiates the organization and creates competitive advantage.

Internal Leadership & Customer Advocacy

• Act as the executive quarterback across Sales, Operations, Procurement, Technology, Finance, and Implementation teams.
• Align internal resources around strategic customer priorities.
• Advocate for customer needs while balancing enterprise profitability and operational capabilities.
• Remove organizational barriers that impact customer success and long-term growth.

JOB REQUIREMENTS:

• Bachelor's degree in related field or equivalent.
• 7+ years of enterprise sales, strategic account management, or business development experience in Transportation or 3PL Logistics

KNOWLEDGE, SKILLS, AND ABILITIES:

• Demonstrated success managing Fortune 500 or large enterprise customer relationships.
• Proven ability to grow existing accounts through consultative selling and executive relationship development.
• Truckload Market Lane level expertise i