Senior Key Account Manager

Momentum Transportation USA•Jacksonville, FL

About The Position

The Senior Key Account Manager plays a pivotal role in developing, expanding, and sustaining long-term relationships with Momentum’s most strategic customers. This individual is responsible for driving significant revenue growth within key accounts—with typical revenue portfolios ranging from $50M to $100M—and for acquiring new, high-value customers that align with Momentum’s and Landstar’s strategic objectives. The Senior Key Account Manager serves as a trusted advisor, proactively engaging decision-makers to promote Momentum’s operational expertise and Landstar’s full suite of transportation and logistics solutions. This role requires exceptional relationship management, sales acumen, and cross-functional collaboration to ensure the successful delivery of tailored logistics solutions. The position reports directly to the Director of Key Account Sales. Transportation experience required.

Requirements

Demonstrated success in meeting and exceeding sales goals
Strong ability to build strategic relationships and secure new business
Outstanding communication, presentation, and interpersonal skills
High emotional intelligence with the ability to manage conflict and influence stakeholders
Strong multitasking, prioritization, and time management skills
Creative, strategic thinker with a growth mindset
Adept at negotiating and collaborating across internal and external teams
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint) and CRM platforms
Willingness to travel up to 50% of each month
Fluent in English (bilingual proficiency is a plus)
Bachelor’s degree in Business Administration, Sales, Marketing, Supply Chain, or a related field required; a graduate degree is a plus
10+ years of experience in Transportation, Logistics, or Supply Chain Management preferred
5+ years of experience developing and closing complex key account relationships, with a proven record of success

Nice To Haves

Experience in operational environments is a plus

Responsibilities

Drive Account Growth: Expand existing services and introduce new solutions across assigned key accounts.
New Business Development: Aggressively pursue and convert warm, high-potential leads into long-term customers.
Customer Engagement: Conduct face-to-face meetings, lead proposal presentations, negotiate terms, and close new business.
Strategic Relationship Management: Build and maintain multi-level relationships—from operations through executive leadership—within customer organizations.
Performance Achievement: Meet or exceed key performance metrics, including revenue, volume, and gross margin goals.
Pricing & Profitability: Collaborate with pricing and operations teams to develop winning rate quotes that meet internal profitability standards.
Operational Collaboration: Partner closely with internal teams to address service or billing issues, ensuring prompt and effective resolution.
Contract Oversight: Manage customer contracts, renewals, and service agreements in alignment with company policies.
Sales Planning: Develop annual account plans and budgets that reflect strategic growth and profitability targets.
CRM & Reporting: Maintain accurate, up-to-date records of sales activities, opportunities, and customer communications within the CRM system.
Financial Analysis: Review and analyze account financials to identify trends, opportunities, and strategies for profit improvement.
Executive Presentations: Prepare professional, data-driven PowerPoint presentations for new customer introductions, service proposals, and quarterly business reviews.
Strategic Alignment: Partner with the Director of Key Account Sales to ensure consistency with departmental and company business plans.
Customer Events: Host customer appreciation events and represent Momentum and Landstar at industry functions.
Market Intelligence: Stay informed on market conditions, competitor activity, and emerging logistics trends to anticipate customer needs.
Travel: Approximately 2–3 trips per month.
Other duties as assigned.