Director Key Account Sales

Job SummaryThe 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 LeadershipDevelop and execute account growth strategies that expand service penetration across key and strategic accountsAchieve and exceed annual revenue, margin, and portfolio growth targetsLead and inspire a results-driven Key Account Sales Team focused on solution selling and strategic expansionDrive customer engagement at multiple levels, cultivating relationships from operational leads to executive decision-makersEnsure effective onboarding and expansion of services with new and existing customersPartner with Marketing to sharpen outreach, messaging, and solution positioningRepresent the organization at industry events, customer forums, and business development opportunitiesMaintain accurate forecasting, pipeline management, and documentation in CRMTeam Leadership & Talent DevelopmentRecruit, coach, and develop sales talent to build a high-performance cultureSet clear expectations and performance goals, providing consistent coaching and accountabilityIdentify skill gaps and implement development plans that elevate team capability and resultsCommunicate business priorities, performance, and strategic direction regularly and transparentlyStrategic & Financial ManagementCollaborate with Operations, Pricing, Finance, and Customer Success to align resources and solutions with customer needsUse data and analytics to identify service opportunities and strengthen account performanceChampion tools, technology, and processes that improve sales efficiency and customer experienceLead annual planning and budgeting for key account growth initiativesContribute to strategic projects and perform additional duties as neededRequired Skills & Competencies:Proven track record of exceeding sales targets in a complex, consultative selling environmentStrong ability to build trust, influence decisions, and expand customer relationshipsExcellent communication, storytelling, presentation, and executive engagement skillsHigh emotional intelligence, with the ability to navigate conflict and inspire alignmentAbility to manage multiple priorities in fast-moving environmentsStrategic thinker with a bias for action and a continuous improvement mindsetSkilled negotiator capable of aligning value with customer outcomesProficiency in Microsoft Office and CRM systemsWillingness 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 preferred10+ years of experience in transportation, logistics, or supply chain preferred8+ years of experience managing and expanding complex key account relationships with measurable success5+ years of people leadership experience preferredExperience working directly in operational logistics environments is a plus