Senior VP, Enterprise Accounts — Growth & Margin Leader

Echo Global Logistics; Chicago (IL); On-site; USD 180,000 - 300,000; Full time

Job summary

Echo Global Logistics seeks a senior leader to oversee a team of Enterprise Account Managers responsible for growth, retention, and margin performance across its largest customers.

You will set commercial standards, drive cross-platform expansion, and own portfolio P&L while building executive relationships with strategic accounts across ITS/Echo portfolios. This role requires deep logistics experience and a proven track record of leading high-impact, cross-functional teams.

Qualifications

• 10+ years in enterprise account management or strategic customer success with team-building experience.
• Deep logistics knowledge across OTR, D&F, LTL, Dray, Intermodal, or Managed Transportation.
• Experience leading vertical-aligned or segment-specific account teams.
• Managed revenue portfolios of $100M+ with margin focus.
• Executive presence to engage VP or C-level supply chain leaders.
• Strong commercial instincts for expansion in existing accounts.
• Built account planning processes, QBR standards, and pipeline discipline.
• Experience in complex, matrixed organizations with multiple business units.
• Financial fluency in P&L, margin, and profitability.

Responsibilities

• Lead and develop a team of Enterprise Account Managers responsible for growth, retention, and margin performance across ITS’s largest and most complex customers.
• Set and uphold the commercial standard: account planning quality, QBR cadence, cross-sell execution, escalation management, and pipeline accountability.
• Drive revenue growth through account expansion and cross-platform selling across ITS OTR, D&F, Dray, LTL, Roadtex distribution, Echo Intermodal, Echo Mexico, and Managed Transportation.
• Own the portfolio P&L and actively manage margin trends, load mix, and profitability across the full book.
• Build and maintain executive-level relationships with the most strategic and highest-risk accounts in the ITS + Echo portfolio.
• Partner with Enterprise Sales leadership on handoffs from new logo close into account management and large expansion opportunities.
• Develop vertical-specific account management frameworks tailored to customer buying, decision-making, and supply chain processes.
• Lead executive business reviews with key accounts to expand scope and demonstrate integrated platform value.
• Monitor portfolio churn risk, margin erosion, and service exposure; take proactive actions.
• Develop EAM playbooks, performance standards, and commercial accountability structures for scaling.
• Coordinate with operations, pricing, and carrier teams to ensure commitments are delivered.
• Provide executive leadership with clear portfolio visibility on retention forecasts and growth plans.
• Foster a culture where EAMs act as owners of customer relationships and grow talent.

Skills

Enterprise account management

Commercial logistics leadership

Strategic customer success

Executive presence

P&L management

CRM-driven

Data-oriented

Education

Bachelor's degree in Business or Supply Chain

Tools

CRM systems

Job description

Echo Global Logistics seeks a senior leader to oversee a team of Enterprise Account Managers responsible for growth, retention, and margin performance across its largest customers.

You will set commercial standards, drive cross-platform expansion, and own portfolio P&L while building executive relationships with strategic accounts across ITS/Echo portfolios. This role requires deep logistics experience and a proven track record of leading high-impact, cross-functional teams.