Senior Key Account Manager
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Description
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.
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