Director Key Account Sales

Momentum Transportation USA, an award-winning Landstar Agent; Jacksonville (FL); On-site; USD 100,000 - 130,000; Full time

Job summary

Momentum Transportation USA in Jacksonville is seeking a Director of Key Account Sales to enhance relationships with high-value customers and drive revenue growth. This strategic role involves leading a high-performing sales team and managing key account strategies, while ensuring alignment of solutions with customer needs.

Applicants should possess a Bachelor’s degree, exemplary sales success, and strong leadership skills, with 10+ years in transportation or logistics. Travel up to 50% may be required.

Qualifications

• Proven track record of exceeding sales targets in complex selling environments.
• Strong ability to build trust and expand customer relationships.
• Excellent communication, storytelling, and executive engagement skills.

Responsibilities

• Develop and execute account growth strategies.
• Lead and inspire a results-driven sales team.
• Collaborate with multiple departments to align resources.

Skills

Sales targets achievement

Building trust

Excellent communication

Negotiation skills

Microsoft Office proficiency

Education

Bachelor’s in Business or related field

MBA or advanced degree

Tools

CRM systems

Job description

Job Overview

The Director of Key Account Sales is a strategic leadership role responsible for deepening relationships with high-value customers, expanding service adoption, and driving sustained revenue and margin growth. This leader will guide and develop a high-performing Key Account Sales Team focused on delivering outstanding customer experiences and increasing share of wallet across complex, multi-location, multi-modal customers. Success in this role comes from a blend of strategic thinking, strong customer influence, team leadership, and a passion for building long-term partnerships. This role oversees key account strategy, solution development, pricing, proposals, negotiation, and overall account growth. Reporting to the Vice President of Sales & Marketing, the Director serves as a trusted partner to both customers and internal stakeholders and plays a key role in achieving the company’s long-term growth objectives.

Essential Duties and Responsibilities

Sales Leadership

• Develop and execute account growth strategies that expand service penetration across key and strategic accounts
• Achieve and exceed annual revenue, margin, and portfolio growth targets
• Lead and inspire a results-driven Key Account Sales Team focused on solution selling and strategic expansion
• Drive customer engagement at multiple levels, cultivating relationships from operational leads to executive decision-makers
• Ensure effective onboarding and expansion of services with new and existing customers
• Partner with Marketing to sharpen outreach, messaging, and solution positioning
• Represent the organization at industry events, customer forums, and business development opportunities
• Maintain accurate forecasting, pipeline management, and documentation in CRM

Team Leadership & Talent Development

• Recruit, coach, and develop sales talent to build a high-performance culture
• Set clear expectations and performance goals, providing consistent coaching and accountability
• Identify skill gaps and implement development plans that elevate team capability and results
• Communicate business priorities, performance, and strategic direction regularly and transparently

Strategic & Financial Management

• Collaborate with Operations, Pricing, Finance, and Customer Success to align resources and solutions with customer needs
• Use data and analytics to identify service opportunities and strengthen account performance
• Champion tools, technology, and processes that improve sales efficiency and customer experience
• Lead annual planning and budgeting for key account growth initiatives
• Contribute to strategic projects and perform additional duties as needed

Required Skills & Competencies

• Proven track record of exceeding sales targets in a complex, consultative selling environment
• Strong ability to build trust, influence decisions, and expand customer relationships
• Excellent communication, storytelling, presentation, and executive engagement skills
• High emotional intelligence, with the ability to navigate conflict and inspire alignment
• Ability to manage multiple priorities in fast-moving environments
• Strategic thinker with a bias for action and a continuous improvement mindset
• Skilled negotiator capable of aligning value with customer outcomes
• Proficiency in Microsoft Office and CRM systems
• Willingness to travel up to 50%

Education and Experience

• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or related field required; MBA or advanced degree preferred
• 10+ years of experience in transportation, logistics, or supply chain preferred
• 8+ years of experience managing and expanding complex key account relationships with measurable success
• 5+ years of people leadership experience preferred
• Experience working directly in operational logistics environments is a plus