Job Summary
This is the most important role of the Strategic Account Program Director. Specifically, they have a deep and intimate understanding of the customer’s operations and pain points, and ensures that the Hai team is working towards delivering these outcomes.
Strategic Account Leadership
- Develop and execute comprehensive strategic account plans for key logistics and 3PL clients to drive revenue growth and long-term partnership value.
- Serve as the primary executive relationship owner, navigating large, complex, geographically dispersed organizations and engaging effectively at the C‑suite level.
- Create awareness and interest in the organization’s solutions, leading regional account planning efforts and long‑term strategic growth initiatives.
Industry & Market Expertise
- Act as a logistics industry expert, with deep understanding of business drivers including:
- Margin levers and profitability drivers
- Cost optimization opportunities
- Emerging logistics and supply chain trends
- Maintain strong awareness of competitive landscape, including competitors’ strategies, client sponsors, and market positioning in order to identify opportunities to differentiate and displace competitors.
Client Relationship Management
- Build trusted advisor relationships with client executives and stakeholders.
- Grow and strengthen client partnerships by identifying opportunities to improve operations, implement change, and leverage technology for competitive advantage.
- Ensure high levels of client satisfaction and long‑term strategic engagement.
Manage Executive and Project Escalation
- Is the first point of escalation for both the project team and customer executives.
- Performs high‑urgency problem solving to ensure the project remains on track.
Nurture Revenue Growth with Existing Accounts
- Identify, structure, and close complex strategic deals aligned with client business objectives.
- Lead opportunities from initial strategy and deal structuring through negotiation and close.
- Collaborate with internal stakeholders to design solutions that deliver measurable client outcomes.
Financial & Business Management
- Drive strong financial outcomes through accurate forecasting, pipeline management, and revenue planning.
- Develop growth strategies for assigned accounts while ensuring alignment with overall business objectives.
- Monitor account performance and implement strategies to improve revenue and profitability.
Cross-Functional Collaboration
- Develop and leverage collaborative internal relationships to drive the creation of new, marketable solutions and service offerings.
- Partner with Delivery, Sales, Support, Solutions & Engineering teams to bring differentiated capabilities to clients.
Qualifications
Required Experience
- 5+ years of experience in strategic account management, enterprise sales, or business development within logistics, supply chain, or technology services.
- Strong 3PL industry experience with deep understanding of supply chain operations.
- Demonstrated success managing and expanding large enterprise accounts.
- Proven ability to navigate complex organizations and influence executive stakeholders.
Core Competencies
- Strategic account planning and enterprise sales leadership
- Logistics and supply chain industry expertise
- Executive relationship management
- Financial forecasting and business planning
- Competitive strategy and market analysis
- Complex deal structuring and negotiation
- Cross-functional collaboration and solution development
Preferred
- Experience working with large logistics providers, supply chain technology companies, or consulting organizations.
- Strong network within 3PL and logistics industry leadership.
- Experience delivering technology‑enabled logistics or supply chain transformation solutions.
*Candidates must be authorized to work in the United States/Canada and must provide proof of eligibility upon hire in accordance with federal regulations.
Work Environment and Physical Requirements
- Travel up to 50% / Primarily Domestic, but with some international travel