Senior Account Director

SENIOR  ACCOUNT DIRECTOR

ENERGY Transportation Group is seeking a strategic, results-driven Senior Account Director to lead the growth, retention, and overall success of a portfolio of large, multi-service enterprise customer accounts.

This role is responsible for driving revenue expansion through consultative selling, proactive customer engagement, and disciplined account management across complex, multi-stakeholder environments. As the primary relationship owner, the Sr. Account Director serves as a trusted advisor to customers while partnering closely with internal stakeholders to deliver exceptional customer experiences and long-term business value.

Beyond individual portfolio ownership, the Senior Account Director serves as a leader by developing, documenting, and championing account management with best practices that elevate the team at scale.

The ideal candidate combines executive presence, analytical rigor, and the ability to build deep, trust-based relationships that identify opportunities, mitigate risks, and drive sustainable business growth.

KEY RESPONSIBILITIES

Strategic Account Growth & Relationship Management

• Build and win together by developing and executing strategic account plans that identify cross-sell and upsell opportunities, align solutions to evolving customer goals, and engage key stakeholders to create partnerships for long-term mutual growth.
• Design and execute high-touch engagement plans including Executive Business Reviews, on-site visits, and strategic roadmap sessions to deepen relationships and reinforce partnership value.
• Build strong relationships with executive and operational stakeholders, positioning ENERGY as a trusted partner capable of supporting evolving customer needs.

Service Excellence & Customer Success

• Set the standard for service excellence through scorecard management. Own account scorecards by defining KPIs in partnership with customers, tracking performance against commitments, presenting results in business reviews, and collaborating internally to ensure SOP adherence that meets or exceeds customer expectations.
• Collaborate with internal teams to proactively address customer concerns, identify improvement opportunities, and ensure consistent service delivery.
• Support the ongoing development of customer success strategies that strengthen retention and long-term satisfaction.

Commercial Strategy & Revenue Expansion

• Drive strategic pricing initiatives and RFP renewal processes across a portfolio of accounts to enhance profitability and secure long-term partnerships.
• Lead end-to-end award processes, including coordination with internal teams, tracking milestones, ensuring compliance with enterprise contract terms, SOPs, and service level commitments, while driving timely customer acknowledgment and activation.
• Identify and pursue opportunities to expand customer relationships through additional services, solutions, and strategic initiatives.

Business Intelligence & Performance Management

• Turn data into action by monitoring account health signals, revenue trends, and market dynamics to proactively identify high-growth and at-risk accounts and develop plans that accelerate growth and improve customer experience.
• Develop and provide insight into customer revenue trends, pipeline activity, and forecasts for top accounts, presenting findings to leadership with supporting data and commentary.
• Leverage CRM and business intelligence tools to support account planning, performance tracking, and strategic decision-making.

Cross-Functional Collaboration

• Support the acquisition and onboarding of new enterprise customers by working cross-functionally with Sales, Operations, Finance, and other internal stakeholders to ensure a seamless transition and exceptional client experience.
• Collaborate across departments to align resources, remove obstacles, and deliver on customer commitments.
• Contribute to the development and documentation of account management best practices that support scalability and continuous improvement.

QUALIFICATIONS

• 8+ years of B2B account management or enterprise sales experience, preferably within transportation, logistics, supply chain, freight forwarding, or 3PL environments.
• Proven track record managing enterprise accounts with demonstrated ability to grow revenue and retain high-value customers.
• Strong executive communication skills with experience presenting to C-suite and VP-level stakeholders.
• Deep proficiency with CRM platforms, business intelligence tools, and account planning methodologies.
• Experience managing complex contract negotiations and RFP processes.
• Highly analytical with the ability to translate data into actionable insights and business recommendations.
• Bachelor's degree required; MBA or equivalent advanced business education preferred.
  

SUCESS METRICS

Success in this role will be measured through:

• Net Revenue Retention (NRR)
• Renewal Rate
• Cross-Sell/Upsell Pipeline Contribution
• Executive Business Review (EBR) Completion Rate
• Forecast Accuracy
  

What We Offer

• Competitive base salary and performance-based incentive structure.
• Comprehensive health, dental, and vision benefits.
• Opportunities for professional development and career advancement.
• Collaborative, high-growth environment with significant leadership visibility.
• Opportunity to make a meaningful impact on the future growth and success of ENERGY Transportation Group.
  

About us

At ENERGY, "Driven to be Different" isn't just a tagline—it's part of our DNA. We stand by our values because they are what unite us. Our mission is to provide a great work environment where employees can thrive while creating exceptional experiences for our customers and partners.

We believe innovation, accountability, collaboration, and continuous improvement are key drivers of success. As we continue to grow and evolve, we are committed to building a scalable organization that delivers industry-leading service and long-term value.

ENERGY Transportation Group is committed to fair, transparent, and inclusive hiring practices. We are an equal opportunity employer and consider all qualified applicants regardless of race, gender, age, disability, sexual orientation, or any other protected status. We embrace diversity because we believe it drives innovation and strengthens our teams.

To enhance our recruitment process, we use AI-driven tools to assist in resume screening and candidate matching based on qualifications and experience. However, all hiring decisions are made by our People & Culture team to ensure fairness and eliminate bias. If you require accommodation at any stage of the hiring process, please let us know and we will be happy to assist.

Your privacy is important to us. Personal information shared during recruitment is used solely for hiring purposes and handled in compliance with applicable data protection laws.