Vice President, Strategic Accounts and Growth Strategy

Forward Air

About The Position

The Vice President of Strategic Accounts & Growth Strategy leads Forward Air’s enterprise growth strategy across its most critical customers and partners, including major freight forwarders, airlines, and large 3PL organizations. The role focuses on expanding share of wallet, deepening network integration, and scaling Forward Air’s services across complex transportation ecosystems. This position is not transactional or sales‑driven. Instead, the VP partners with strategic accounts to develop joint growth strategies, introduce new service and commercial programs, and align Forward Air’s airport‑to‑airport network with evolving customer needs. The role emphasizes enterprise planning, network optimization, pricing strategy, and cross‑service expansion to drive sustainable, profitable growth. The ideal candidate brings strong executive presence, deep knowledge of forwarder, airline, and 3PL operating models, and the ability to translate customer strategy into scalable commercial initiatives. The role is centered on LTL growth, with responsibility for cross‑selling Truckload, Drayage, and other Forward Air services within integrated customer strategies.

Requirements

Minimum 10+ years of experience leading enterprise or strategic account growth within transportation, logistics, or supply chain organizations.
Demonstrated experience operating or leading a Forwarding organization or 3PL entity, with strong understanding of freight forwarding, airline cargo, and international logistics ecosystems.
Deep knowledge of international freight forwarders, airline cargo networks, and 3PL or 4PL operating models.
Proven success designing and executing enterprise growth strategies with measurable results.
Demonstrated experience building and executing sophisticated pricing strategies and using analytics to drive commercial decision making.
Strong analytical capability with the ability to interpret market data, network economics, and pricing performance to shape strategy.
Ability to clearly articulate strategic initiatives, growth plans, and performance outcomes to executive leadership teams and strategic customers.
Exceptional communication, negotiation, and executive presentation skills.

Responsibilities

Lead Forward Air’s largest strategic partnerships including major international freight forwarders, Domestic Freight Forwarders, airlines, and large 3PL organizations.
Develop long term partnership strategies that strengthen Forward Air’s position within these networks.
Develop and execute growth strategies that expand wallet share, increase network participation, and strengthen Forward Air’s role within customer transportation ecosystems.
Partner with strategic customers to build joint go to market strategies that expand Forward Air’s services across their networks and customer base.
Identify opportunities to introduce new products, services, and commercial programs with strategic partners that create incremental revenue and network density.
Build and maintain C-suite and senior executive relationships within strategic partners and lead executive business planning discussions. Ideal candidates understand Private and Public entities, Franchise and corporate models.
Develop and implement strategic pricing programs with internal pricing and revenue management teams. Use data, network economics, and analytics to design commercial strategies that drive profitable growth and competitive advantage.
Collaborate with international freight forwarders and airline partners to expand gateway participation, strengthen lane density, and grow Forward Air’s airport to airport network.
Partner with internal teams to identify opportunities for new services, bundled offerings, or commercial programs that align with partner needs and market demand.
Maintain strong awareness of industry trends, customer strategies, and competitive dynamics to position Forward Air as a preferred strategic partner.
Work closely with sales, operations, pricing, and product teams to ensure initiatives developed with strategic partners can be executed successfully across the organization.