Senior Key Account Manager

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