Senior Account Manager- LTL

• The Senior Account Manager - Less-Than-Truckload (LTL) is responsible for
• leading, retaining, and growing a portfolio of the company's most strategic and
• complex customer relationships. They drive satisfaction, operational excellence,
• long-term retention, and profitable revenue growth. They work closely with
• executive customer contacts and internal stakeholders to develop strategic
• account plans, identify growth opportunities, resolve complex business
• challenges, and strengthen long-term partnerships. They leverage deep
• transportation expertise, industry knowledge, and data to influence
• decision-making and improve account performance. They are expected to
• proactively identify risks and opportunities, lead executive business reviews,
• support commercial strategy, and influence cross-functionally to achieve their
• goals.

Pay Range: $75,000-$85,000 per/year

Category Focus: Less-Than-Truckload (LTL)

• Lead a portfolio of strategic and complex transportation customers and

serve as a trusted advisor to executive and operational customer stakeholders.

• Identify, pursue, and close new shipping opportunities within assigned

accounts and target markets.

• Develop and execute strategic account growth plans aligned with customer

supply chain initiatives and business objectives.

• Collaborate with operations teams to ensure successful execution, service

performance, and resolution of complex customer challenges.

• Analyze customer spend, shipping patterns, transportation network activity,

and market trends to identify opportunities for freight growth, network

expansion, and increased customer value.

Responsibilities

• Manage a portfolio of strategic customer accounts with responsibility for

retention, growth, profitability, and overall account performance.

• Serve as the primary relationship owner for assigned accounts, building

• strong partnerships with stakeholders across operational, financial,
• procurement, and executive leadership levels.

• Understand customer supply chain strategies and align transportation

solutions to support business objectives and long-term partnership growth.

• Position the Company as a preferred transportation provider within customer

logistics networks and supply chain ecosystems.

• Develop, maintain, and execute strategic account plans focused on revenue

growth, retention, operational performance, and customer success.

• Monitor and analyze account performance, revenue trends, customer

• satisfaction metrics, and retention risks to identify opportunities and
• recommend strategic actions.

• Identify organic growth opportunities, share-of-wallet expansion

• opportunities, and additional transportation solutions within existing customer
• portfolios.

• Establish and maintain customer-specific performance metrics and reporting

• frameworks to identify root causes, lead corrective action planning, and drive
• continuous improvement initiatives.

• Create, prepare, and lead Quarterly Business Reviews (QBRs), executive

• business reviews, and strategic planning discussions with customer leadership
• teams.

• Act as a customer advocate within the organization, influencing internal

• stakeholders and aligning resources to support customer commitments, account
• objectives, and business priorities.

• Drive account retention, expansion, and profitability through effective

• commercial strategy, contract renewals, pricing discussions, and customer
• negotiations.

• Partner with Sales on strategic growth opportunities, RFP responses,

customer expansions, contract negotiations, and win-back initiatives.

• Collaborate cross-functionally with Operations, Customer Service, Pricing,

• Commercial, and Leadership teams to improve account performance and customer
• experience.

• Provide guidance, mentorship, and best-practice sharing to Account Managers

and other team members as a subject matter expert within the LTL business.

• Monitor transportation industry trends, market conditions, customer needs,

and competitive activity to identify opportunities and mitigate business risks.

• Lead customer onboarding, implementation activities, solution launches, and

major account transitions.

• Manage high-level customer escalations, service concerns, and operational

challenges through effective cross-functional leadership and decision-making.

• Maintain accurate account plans, forecasting information, customer

• activity, growth opportunities, and pipeline visibility within Salesforce and
• other business systems.

• All other duties as assigned to meet evolving business needs.

Qualifications

• Education: Undergraduate degree in Business, Supply Chain, Logistics,

• Transportation, or a related field from an accredited college or university
• required.

• Experience: 5+ years of transportation, logistics, account management,

• business development, or related customer-facing experience required, with
• demonstrated success managing strategic customer relationships.

• Deep understanding of transportation, freight operations, transportation

• networks, pricing strategies, terminal/station environments, and related
• logistics functions.

• Demonstrated experience managing complex customer accounts, leading

executive-level discussions, and developing strategic account growth plans.

• Strong business acumen with the ability to analyze financial, operational,

and customer performance data to support decision-making and growth initiatives.

• Proven ability to identify revenue risks, develop retention strategies,

lead commercial discussions, and drive profitable customer growth.

• Exceptional relationship management, communication, negotiation,

presentation, and problem-solving skills.

• Demonstrated ability to influence cross-functional teams and effectively

manage competing priorities in a fast-paced environment.

• Demonstrated discretion and confidentiality in handling and protecting

sensitive information.

• Technical: Proficient with common office technologies, including Windows

• PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.), Salesforce, and
• web conferencing (Teams, Zoom, Webex, etc.).

• Environment: Remote; must be comfortable with travel for related

meetings/events.

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