Senior Key Account Manager
Vaco
Senior Key Account Manager POST NUMBER: 468169
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)
- 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
Vaco by Highspring values a diverse workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
EEO Notice
Vaco by Highspring is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by federal, state or local law.
Vaco by Highspring and its parents, affiliates, and subsidiaries are committed to the full inclusion of all qualified individuals. As part of this commitment, Vaco by Highspring and its parents, affiliates, and subsidiaries will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR@vaco.com .
Vaco by Highspring also wants all applicants to know their rights that workplace discrimination is illegal.
By submitting to this position, you agree that you will be giving Vaco by Highspring the exclusive right to present your as a candidate for the foregoing employment opportunity. You further agree that you have represented information about yourself accurately and have not affirmatively misrepresented your qualifications. You also agree to maintain as confidential, to the fullest extent permitted by law, any information you learn from Vaco by Highspring about the position and you will limit disclosure of information about the position only to the extent necessary to perform any obligations in furtherance of your application. In exchange, Vaco by Highspring agrees to exercise reasonable efforts to represent you through all solicitation, job screening and resume dispersal.
Privacy Notice
Vaco by Highspring and its parents, affiliates, and subsidiaries (“we,” “our,” or “Vaco by Highspring”) respects your privacy and are committed to providing transparent notice of our policies.
- California residents may access Vaco by Highspring HR Notice at Collection for California Applicants and Employees here.
- Virginia residents may access our state specific policies here.
- Residents of all other states may access our policies here.
- Canadian residents may access our policies in English here and in French here.
- Residents of countries governed by GDPR may access our policies here.
Pay Transparency Notice
Determining compensation for this role (and others) at Vaco by Highspring depends upon a wide array of factors including but not limited to:
- the individual’s skill sets, experience and training;
- licensure and certification requirements;
- office location and other geographic considerations;
- other business and organizational needs.
With that said, as required by local law, Vaco by Highspring believes that the following salary range referenced above reasonably estimates the base compensation for an individual hired into this position in geographies that require salary range disclosure. The individual may also be eligible for discretionary bonuses.
