Director of Key Account Sales

Ascendo Resources; Jacksonville (FL); On-site; USD 120,000 - 190,000; Full time

Job summary

Ascendo Resources Jacksonville, Florida, United States (On-site) seeks a Director of Key Account Sales to lead strategy, growth and development of its most important customer relationships. The role oversees a team focused on complex, high‑value accounts and expands existing relationships to drive profitable revenue growth.

The ideal candidate is a strategic sales leader who navigates multi-site customers, builds executive relationships, and translates customer needs into practical

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Supply Chain, Logistics or related field.
• MBA or advanced degree preferred.
• 10+ years in transportation, logistics, supply chain, or related field.
• 8+ years managing complex strategic/key accounts.
• 5+ years leadership experience.
• Proven revenue and margin growth history.
• Experience expanding customer relationships and share of wallet.
• Strong pricing, proposals, contract negotiations, forecasting, and account planning.
• Ability to engage both operations and executive stakeholders.
• Excellent communication, presentation, negotiation, and problem-solving.

Responsibilities

• Develop and execute growth plans for key and strategic accounts.
• Identify opportunities to expand services, locations, and solutions.
• Drive revenue, margin, retention, and share-of-wallet growth.
• Build relationships with customer stakeholders from operations to executives.
• Lead pricing, proposals, renewals, and contract negotiations.
• Develop customer-specific solutions aligning capabilities with needs.
• Monitor account performance, identify risks, and implement growth strategies.
• Support onboarding and expansion of new services.
• Lead a high-performing Key Account Sales Team.
• Conduct regular reviews, pipeline discussions, and coaching.
• Recruit and develop sales talent with accountability culture.

Skills

Strategic account growth

Sales leadership

Commercial leadership

Pricing & negotiations

CRM proficiency

Cross-functional leadership

Communication

Travel up to 50%

Education

Bachelor's degree in Business/related field

MBA

Tools

CRM platforms

Microsoft Office

Job description

Director of Key Account Sales

Ascendo Resources Jacksonville, Florida, United States (On-site)

Director of Key Account Sales

Location: Jacksonville, FL

Industry: Transportation / Logistics / Supply Chain

Position Overview

A growing transportation and logistics organization is seeking a Director of Key Account Sales to lead the strategy, growth, and development of its most important customer relationships.

This role will oversee a team responsible for complex, high-value accounts and will focus heavily on expanding existing relationships, increasing share of wallet, improving customer retention, and driving profitable revenue growth.

The ideal candidate is a strategic sales leader who understands how to navigate large, multi-location customers, build executive relationships, identify new service opportunities, and translate customer needs into practical transportation and logistics solutions.

This position reports to executive sales leadership and works closely with Operations, Pricing, Finance, Customer Success, and Marketing.

Key Responsibilities

Strategic Account Growth

• Develop and execute growth plans for key and strategic accounts
• Identify opportunities to expand services, locations, business units, and transportation solutions within existing customers
• Drive revenue, margin, retention, and share-of-wallet growth across the account portfolio
• Build strong relationships with customer stakeholders from operational contacts through executive leadership
• Lead complex pricing, proposal, renewal, and contract negotiations
• Develop customer-specific solutions that align service capabilities with business needs
• Monitor account performance, identify risks, and implement corrective or growth strategies
• Support successful onboarding and expansion of new services

Sales Leadership

• Lead, coach, and develop a high-performing Key Account Sales Team
• Establish clear revenue, margin, activity, and account-growth expectations
• Conduct regular account reviews, pipeline discussions, and performance coaching
• Support team members with complex negotiations, customer escalations, and strategic account planning
• Recruit and develop sales talent while building a culture of accountability and continuous improvement
• Identify skill gaps and create development plans that strengthen team performance

Commercial & Cross-Functional Leadership

• Partner closely with Operations, Pricing, Finance, and Customer Success to develop profitable customer solutions
• Use customer and operational data to identify growth opportunities and improve account performance
• Maintain accurate forecasting, pipeline activity, and customer documentation within CRM
• Contribute to annual sales planning, budgeting, and growth initiatives
• Partner with Marketing on customer messaging, positioning, and strategic outreach
• Represent the organization at customer meetings, industry events, and other business development opportunities

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Supply Chain, Logistics, or a related field required
• MBA or advanced degree preferred
• 10+ years of experience in transportation, logistics, supply chain, distribution, or a related commercial environment preferred
• 8+ years of experience managing and growing complex strategic, national, or key accounts
• 5+ years of leadership experience preferred
• Proven history of driving measurable revenue and margin growth
• Experience expanding existing customer relationships and increasing share of wallet
• Strong background in pricing, proposals, contract negotiations, forecasting, and account planning
• Ability to build credibility with both operational stakeholders and executive decision-makers
• Strong communication, presentation, negotiation, and problem-solving skills
• Experience working cross-functionally with Operations and other internal business partners
• Proficiency with CRM platforms and Microsoft Office
• Ability to travel up to 50%

Ideal Background

The strongest candidates will have experience leading large, complex customer relationships within transportation, logistics, 3PL, distribution, freight, supply chain, or another service-driven environment. Experience managing multi-location or multimodal accounts and developing additional revenue from existing customers is highly desirable.

This is an opportunity for a commercially driven leader who enjoys building teams, developing long-term customer partnerships, and identifying meaningful growth opportunities within complex accounts.