Director, Strategic Accounts

About the Role:

We are building our Strategic Accounts organization to lead, protect, retain, and expand Source Logistics' most important customer relationships.

The Director, Strategic Accounts is responsible for managing a select portfolio of the company's largest, most complex, and highest-value customer accounts. This role requires a commercial leader who has successfully grown strategic customer relationships by developing a deep understanding of customer operations and identifying opportunities to create long-term value.

Rather than managing a large portfolio, the Director will oversee a small number of enterprise-level strategic accounts, serving as the executive commercial partner responsible for protecting existing business, driving expansion, and strengthening executive relationships across customer organizations.

This role requires close partnership with Operations, Finance, Solutions, and Business Development to ensure Source Logistics delivers exceptional service while identifying opportunities to expand our footprint within each strategic customer.

Compensation: $140,000 to $160,000 base salary, plus a target bonus opportunity, performance accelerators, and a comprehensive benefits package.

Responsibilities:

• Bilingual English and Spanish required.
• Own a select portfolio of Source Logistics' largest, most strategic customer accounts with end-to-end commercial accountability.
• Develop long-term strategic account plans aligned with customer business objectives and expansion opportunities.
• Lead cross-selling and upselling initiatives by identifying enterprise-wide opportunities across Source Logistics' service offerings.
• Protect, retain, and grow revenue across the company's highest-value customer relationships.
• Lead executive-level Quarterly Business Reviews (QBRs) with senior customer stakeholders.
• Renew and negotiate strategic customer agreements while maximizing long-term commercial value.
• Maintain accurate revenue forecasts, opportunity tracking, customer health metrics, and strategic account plans within CRM systems.
• Partner with Operations, Solutions, Finance, and Business Development to deliver enterprise-level customer success.
• Serve as the executive escalation point for strategic customer issues and opportunities.
• Represent Source Logistics during executive customer meetings, facility visits, industry conferences, and strategic business planning sessions.

Requirements:

• 8-10+ years of experience in food and beverage logistics, supply chain, transportation, warehousing, food manufacturing, 3PL, or related commercial environments.
• Demonstrated success managing enterprise or highly strategic customer accounts.
• Proven track record of driving significant account expansion through consultative selling, cross-selling, and upselling.
• Strong understanding of warehousing, transportation, cold chain, transload, value-added services (VAS), co-packing, and supply chain operations.
• Experience building executive relationships with C-suite leaders, COOs, CFOs, Vice Presidents of Supply Chain, and Operations executives.
• Strong commercial acumen with experience negotiating complex customer agreements.
• Advanced CRM proficiency with HubSpot, Salesforce, Microsoft Dynamics, or similar platforms.
• Excellent executive communication, presentation, negotiation, and strategic planning skills.
• Ability to travel approximately 25%.
• Bachelor's degree preferred or equivalent combination of education and experience.
• Bilingual English and Spanish required.

Preferred Qualifications:

• Experience managing multinational or enterprise customer relationships.
• Experience within a third-party logistics (3PL) environment.
• Experience supporting food and beverage, consumer packaged goods (CPG), manufacturing, or cold chain customers.
• Experience leading executive-level Quarterly Business Reviews (QBRs).

What Success Look Like:

First 90 Days

• Develop a comprehensive understanding of Source Logistics' largest strategic customer accounts.
• Build executive relationships with key customer stakeholders.
• Develop long-term strategic account plans focused on growth and partnership.

First 12 Months

• Deliver measurable expansion across strategic customer accounts.
• Maintain 95%+ customer retention.
• Establish executive-level QBRs with all assigned strategic customers.
• Create multiple enterprise account success stories through strategic growth initiatives.

Long-Term Success

• Consistently drive growth across Source Logistics' largest customer relationships.
• Position Source Logistics as a strategic business partner rather than a logistics provider.
• Build long-term executive partnerships that drive sustained revenue growth and strengthen Source Logistics' position within key customer organizations.