Director, Strategic Accounts

Source Logistics•Houston, TX

5d•$140,000 - $160,000

About The Position

We are building our Strategic Accounts organization to lead, protect, retain, and expand Source Logistics' most important customer relationships. The Director, Strategic Accounts is responsible for managing a select portfolio of the company's largest, most complex, and highest-value customer accounts. This role requires a commercial leader who has successfully grown strategic customer relationships by developing a deep understanding of customer operations and identifying opportunities to create long-term value. Rather than managing a large portfolio, the Director will oversee a small number of enterprise-level strategic accounts, serving as the executive commercial partner responsible for protecting existing business, driving expansion, and strengthening executive relationships across customer organizations. This role requires close partnership with Operations, Finance, Solutions, and Business Development to ensure Source Logistics delivers exceptional service while identifying opportunities to expand our footprint within each strategic customer.

Requirements

8-10+ years of experience in food and beverage logistics, supply chain, transportation, warehousing, food manufacturing, 3PL, or related commercial environments.
Demonstrated success managing enterprise or highly strategic customer accounts.
Proven track record of driving significant account expansion through consultative selling, cross-selling, and upselling.
Strong understanding of warehousing, transportation, cold chain, transload, value-added services (VAS), co-packing, and supply chain operations.
Experience building executive relationships with C-suite leaders, COOs, CFOs, Vice Presidents of Supply Chain, and Operations executives.
Strong commercial acumen with experience negotiating complex customer agreements.
Advanced CRM proficiency with HubSpot, Salesforce, Microsoft Dynamics, or similar platforms.
Excellent executive communication, presentation, negotiation, and strategic planning skills.
Ability to travel approximately 25%.
Bachelor's degree preferred or equivalent combination of education and experience.
Bilingual English and Spanish required.

Nice To Haves

Experience managing multinational or enterprise customer relationships.
Experience within a third-party logistics (3PL) environment.
Experience supporting food and beverage, consumer packaged goods (CPG), manufacturing, or cold chain customers.
Experience leading executive-level Quarterly Business Reviews (QBRs).

Responsibilities

Bilingual English and Spanish required.
Own a select portfolio of Source Logistics' largest, most strategic customer accounts with end-to-end commercial accountability.
Develop long-term strategic account plans aligned with customer business objectives and expansion opportunities.
Lead cross-selling and upselling initiatives by identifying enterprise-wide opportunities across Source Logistics' service offerings.
Protect, retain, and grow revenue across the company's highest-value customer relationships.
Lead executive-level Quarterly Business Reviews (QBRs) with senior customer stakeholders.
Renew and negotiate strategic customer agreements while maximizing long-term commercial value.
Maintain accurate revenue forecasts, opportunity tracking, customer health metrics, and strategic account plans within CRM systems.
Partner with Operations, Solutions, Finance, and Business Development to deliver enterprise-level customer success.
Serve as the executive escalation point for strategic customer issues and opportunities.
Represent Source Logistics during executive customer meetings, facility visits, industry conferences, and strategic business planning sessions.