Senior Key Account Manager (Jacksonville)
Momentum Transportation USA, an award-winning Landstar Agent, Jacksonville, Florida, United States, 32290
Job Summary
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.
Essential Duties and 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.
Required Skill
• 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)
Education and Experience
• 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 • Experience in operational environments is a plus
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.
Essential Duties and 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.
Required Skill
• 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)
Education and Experience
• 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 • Experience in operational environments is a plus