Senior Key Account Manager
Vaco Recruiter Services, Jacksonville, Florida, United States, 32290
Vaco is hiring for a
Senior Key Account Manager
Location: Jacksonville, FL
Compensation: $85-$90/annual base + Commission/Bonus
Hard Requirements
Transportation / logistics experience
Experience handling $100M portfolio accounts
Job Summary The Senior Key Account Manager plays a pivotal role in developing, expanding, and sustaining long‑term relationships with strategic customers. This individual is responsible for driving significant revenue growth within key accounts—with typical revenue portfolios ranging from $100M+—and for acquiring new, high‑value customers that align with strategic objectives. 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.
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.
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 Skills
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
Determining compensation for this role (and others) at Vaco/Highspring depends upon a wide array of factors including but not limited to the individual’s skill sets, experience and training, licensure and certifications, office location and other geographic considerations, as well as other business and organizational needs. With that said, as required by local law in geographies that require salary range disclosure, Vaco/Highspring notes the salary range for the role is noted in this job posting. The individual may also be eligible for discretionary bonuses, and can participate in medical, dental, and vision benefits as well as the company’s 401(k) retirement plan.
Additional disclaimer: Unless otherwise noted in the job description, the position Vaco/Highspring is filing for is occupied. Please note, however, that Vaco/Highspring is regularly asked to provide talent to other organizations. By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions. Submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. Further assessment of candidates beyond this initial phase within Vaco/Highspring will be otherwise assessed by recruiters and hiring managers. Vaco/Highspring does not have knowledge of the tools used by its clients in making final hiring decisions and cannot opine on their use of AI products.
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Senior Key Account Manager
Location: Jacksonville, FL
Compensation: $85-$90/annual base + Commission/Bonus
Hard Requirements
Transportation / logistics experience
Experience handling $100M portfolio accounts
Job Summary The Senior Key Account Manager plays a pivotal role in developing, expanding, and sustaining long‑term relationships with strategic customers. This individual is responsible for driving significant revenue growth within key accounts—with typical revenue portfolios ranging from $100M+—and for acquiring new, high‑value customers that align with strategic objectives. 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.
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.
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 Skills
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
Determining compensation for this role (and others) at Vaco/Highspring depends upon a wide array of factors including but not limited to the individual’s skill sets, experience and training, licensure and certifications, office location and other geographic considerations, as well as other business and organizational needs. With that said, as required by local law in geographies that require salary range disclosure, Vaco/Highspring notes the salary range for the role is noted in this job posting. The individual may also be eligible for discretionary bonuses, and can participate in medical, dental, and vision benefits as well as the company’s 401(k) retirement plan.
Additional disclaimer: Unless otherwise noted in the job description, the position Vaco/Highspring is filing for is occupied. Please note, however, that Vaco/Highspring is regularly asked to provide talent to other organizations. By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions. Submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. Further assessment of candidates beyond this initial phase within Vaco/Highspring will be otherwise assessed by recruiters and hiring managers. Vaco/Highspring does not have knowledge of the tools used by its clients in making final hiring decisions and cannot opine on their use of AI products.
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