Director of Account Management – Scottsdale, AZ
Director of Account Management
Job Type: Full-time; On-site
Overview
The Director of Account Management drives profitable growth across our existing customer base of food shippers, leads the Account Management team, and owns the pricing and operational strategy that protects margin and strengthens the P&L. The role builds deep customer relationships and partners across the organization to deliver results.
Responsibilities:
RFP, Pricing, and Margin
- Own customer RFPs, bids, and pricing strategy, in collaboration with the Analytics team, Director of Carrier Sales, and VP of Operations
- Analyze account and lane data and develop operational strategies that improve the P&L
- Manage margin at the customer and load level
- Lead customer conversations on contracted freight that is not moving, partnering with Carrier Sales to adjust rates and protect coverage
- Monitor and report on freight market data, trends, and conditions
- Coach, mentor, and develop the Account Managers to maintain and grow a profitable book of business
- Track team performance with scorecards and performance data
- Conduct meetings and group presentations
- Develop company training guidelines and SOPs
- Build strategic relationships with key decision makers and grow profitable sales through account penetration and new revenue sources
- Consult with customers on plans for successful load execution
- Monitor account performance and act early on volume or service risks
- Travel to customer locations for visits and reviews
- Support the Sales team with closing and onboarding new business
- Oversee Claims lifecycle
- Manage documentation from all parties
- Lead efforts of claims mitigation
- Train Account Management team on best practices
- Minimum of 10 years of freight industry experience
- Food logistics background required, with professional knowledge of produce and produce-related supply chain
- Strong sales skills paired with excellent communication, active listening, and the ability to persuade, influence, and negotiate
- Ability to make formal presentations in meetings and training environments
- Thorough understanding of domestic regulatory compliance laws and regulations related to the supply chain and transportation industry
- Fluency in business financial principles including P&L, budgets, financial reporting, and expense control
- Exceptional coaching and mentoring skills
- Strong problem-solving skills
- Advanced proficiency in Microsoft Office (emphasis on Excel) and freight software, including TMS, load tracking, and carrier vetting platforms
- Professional and positive attitude
- Bachelor's degree or equivalent experience