Senior Key Account Manager

Kavaliro is seeking a Senior Key Account Manager for a Transportation client. This role involves growing and strengthening key customer relationships, expanding revenue within major accounts (typically representing $50M–$100M in annual business), and acquiring new high-value customers. Responsibilities include increasing service expansion, new business development, leading customer meetings, negotiating terms, managing relationships across customer organizations, and consistently exceeding revenue and margin goals. The manager will also work with internal teams on pricing, operations, contract management, and sales planning.

Must Have

• Increase share of wallet by expanding existing services and introducing new solutions to assigned accounts.
• Pursue warm, qualified leads and convert them into long-term, strategic customers.
• Lead in-person meetings, pitch proposals, negotiate terms, and secure new business wins.
• Build deep, multi-level relationships across customer organizations.
• Consistently hit or exceed revenue, volume, and margin goals.
• Work with pricing and operations teams to develop competitive quotes that meet internal profit targets.
• Partner with internal teams to quickly resolve service, billing, or operational issues.
• Oversee contracts, renewals, and service agreements in line with company guidelines.
• Create annual account strategies and budgets geared toward growth and profitability.
• Keep detailed, accurate records of opportunities, activities, and communications in the CRM.
• Review account performance and identify opportunities to improve profitability.
• Develop polished, data-focused PowerPoint presentations for introductions, proposals, and quarterly reviews.
• Work closely with the Director of Key Account Sales to ensure all efforts support department and company objectives.
• Host customer appreciation events and represent the company at industry functions.
• Monitor market shifts, competitor activity, and logistics trends to anticipate customer needs.
• Proven ability to exceed sales targets.
• Strong track record in building strategic relationships and winning new business.
• Excellent communication, presentation, and interpersonal skills.
• High emotional intelligence with strength in conflict management and influence.
• Strong prioritization, multitasking, and time-management abilities.
• Strategic, creative thinker with a growth mindset.
• Skilled negotiator able to collaborate across teams and organizations.
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and CRM systems.
• Ability to travel up to 50% each month.
• Fluent in English.
• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or a related field required.
• 5+ years of experience building and closing complex key-account relationships with measurable success.

Good to Have

• Advanced degree preferred.
• 10+ years in Transportation, Logistics, or Supply Chain Management preferred.
• Experience in operational environments is a plus.
• Additional languages are a plus.

Job Description

Kavaliro is seeking a Senior Key Account Manager for our Transportation client who will be responsible for growing and strengthening their most important customer relationships. This role focuses on expanding revenue within major accounts typically representing $50M–$100M in annual business while also bringing in new, high-value customers that align with their long-term goals.

Key Responsibilities

• Account Growth - Increase share of wallet by expanding existing services and introducing new solutions to assigned accounts.
• New Business Development - Pursue warm, qualified leads and convert them into long-term, strategic customers.
• Customer Engagement - Lead in-person meetings, pitch proposals, negotiate terms, and secure new business wins.
• Relationship Management - Build deep, multi-level relationships across customer organizations, from day-to-day contacts to senior leadership.
• Performance & Metrics - Consistently hit or exceed revenue, volume, and margin goals.
• Pricing & Profitability - Work with pricing and operations teams to develop competitive quotes that meet internal profit targets.
• Cross-Functional Collaboration - Partner with internal teams to quickly resolve service, billing, or operational issues.
• Contract Management - Oversee contracts, renewals, and service agreements in line with company guidelines.
• Sales Planning - Create annual account strategies and budgets geared toward growth and profitability.
• CRM & Reporting - Keep detailed, accurate records of opportunities, activities, and communications in the CRM.
• Financial Insight - Review account performance and identify opportunities to improve profitability.
• Executive-Level Presentations - Develop polished, data-focused PowerPoint presentations for introductions, proposals, and quarterly reviews.
• Strategic Alignment - Work closely with the Director of Key Account Sales to ensure all efforts support department and company objectives.
• Customer & Industry Engagement - Host customer appreciation events and represent the company at industry functions.

Market Awareness

• Monitor market shifts, competitor activity, and logistics trends to anticipate customer needs.

Travel

• Expect approximately 2–3 trips per month.

Other duties as needed.

Required Skills

• Proven ability to exceed sales targets
• Strong track record in building strategic relationships and winning new business
• Excellent communication, presentation, and interpersonal skills
• High emotional intelligence with strength in conflict management and influence
• Strong prioritization, multitasking, and time-management abilities
• Strategic, creative thinker with a growth mindset
• Skilled negotiator able to collaborate across teams and organizations
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and CRM systems
• Ability to travel up to 50% each month
• Fluent in English; additional languages are a plus

Education & Experience

• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or a related field required; advanced degree preferred
• 10+ years in Transportation, Logistics, or Supply Chain Management preferred
• 5+ years of experience building and closing complex key-account relationships with measurable success
• Experience in operational environments is a plus

Kavaliro provides Equal Employment Opportunities to all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Kavaliro is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Kavaliro will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please respond to this posting to connect with a company representative.

Job Requirements

On-Site

By using best practices and optimal employee recruiting strategies, Kavaliro provides employers with employment solutions by providing the most qualified and professional employees, who can staff both project and permanent positions in order to ensure the ongoing success of all types of businesses. We use a streamlined-yet-thorough approach to staffing that saves our clients administrative time, resources and money.