Sr. Vice President, Enterprise Account Management

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

About the Position

This is a commercial leadership role - a senior position overseeing a team of Enterprise Account Managers responsible for growth, retention, and margin performance across ITS Logistics’ largest and most complex customers.

Key Responsibilities

• Lead and develop a team of vertically aligned Enterprise Account Managers - responsible for growth, retention, and profitability across ITS’s largest accounts.
• Set and hold 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 temperature-controlled distribution, Echo Intermodal, Echo Mexico, and Managed Transportation.
• Own the portfolio P&L - actively manage margin trends, load mix, mode shift, and account-level 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 on large expansion opportunities that need hunter involvement.
• Build vertical-specific account management frameworks - tailored to how customers in each industry buy, elevate, and make supply chain decisions.
• Lead executive business reviews with key accounts - structured to expand scope, surface opportunity, and demonstrate the integrated platform value.
• Monitor the full portfolio for churn risk, margin erosion, and service exposure before they become problems.
• Develop EAM playbooks, performance standards, and commercial accountability structures that scale as the team grows.
• Work closely with operations, pricing, and carrier teams to make sure what we’ve committed to our customers is actually being delivered.
• Give executive leadership clear portfolio visibility - retention forecasts, growth pipeline, account risks, and strategic priorities.
• Build a culture where EAMs think like owners and treat customer relationships as the assets they are.
• Develop people. Identify the next leaders in the organization and put in the time to build them.

About the Requirements

• 10+ years in enterprise account management, commercial logistics leadership, or strategic customer success - with a track record of building teams and growing revenue.
• Real logistics and transportation depth - OTR, D&F, LTL, Dray, Intermodal, or Managed Transportation. You understand how enterprise shippers buy and how multi-modal solutions get structured.
• Experience leading vertical-aligned or segment-specific account management teams.
• You’ve managed a large revenue portfolio - $100M+ annually - with direct accountability for margin performance and retention.
• Executive presence. You can walk into a room with a VP or C-level supply chain executive and hold the conversation.
• Strong commercial instincts - you see expansion opportunities in existing accounts and know how to mobilize a team to go get them.
• You’ve built commercial accountability structures before - account planning processes, QBR standards, pipeline disciplines - and you know how to enforce them without losing people.
• Experience in complex, matrixed environments across multiple business units or service lines.
• Financially fluent - you think in P&L, margin, and profitability, not just revenue.
• CRM-driven and data-oriented in how you manage a portfolio.
• Bachelor’s degree in Business, Supply Chain, or a related field.

Work environment/physical demands summary: This job operates in an office environment and uses a computer, telephone and other office equipment as needed to perform duties. The noise level in the work environment is typical of that of an office with an open seating floor plan. The employee may encounter frequent interruptions throughout the work day. The employee is regularly required to sit, talk, or hear.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, status as a qualified individual with a disability, or Vietnam era or other protected veteran.

Benefits

For more information about our benefit offerings, please visit our careers page at https://www.echo.com/company/careers.

Compensation

$1.00-1,000,000.00 per year