Sr. Vice President, Enterprise Account Management

Echo Global Logistics, Inc; Illinois; On-site; USD 150,000 - 1,000,000; Full time

Job summary

ITS Logistics is seeking a seasoned leader to head a vertically aligned team of Enterprise Account Managers. You will own growth, retention, and margin performance across our largest customers, guide account plans, lead executive reviews, and protect the portfolio’s profitability across multiple platforms.

Responsibilities include building commercial standards, driving cross‑platform expansion, and partnering with operations, pricing, and carrier teams to ensure delivery commitments are met.

Qualifications

• 10+ years in enterprise account management or logistics leadership.
• Experience managing large revenue portfolios with margin focus.
• Experience leading vertical-aligned or segment-specific account teams.

Responsibilities

• Lead and develop a team of Enterprise Account Managers responsible for growth, retention, and profitability across ITS’s largest accounts.
• Set and maintain commercial standards: account planning, QBR cadence, cross-sell, and pipeline discipline.
• Own the portfolio P&L and actively monitor margin trends and account profitability across the full book.
• Build executive relationships with strategic accounts and partner with sales leadership on handoffs.

Skills

Enterprise account management

Commercial logistics leadership

Executive presence

CRM‑driven portfolio management

P&L mindset

Education

Bachelor’s degree in Business or Supply Chain

Tools

CRM software

Job description

ITS Logistics is a leading Third‑Party Logistics provider and an Echo Global Logistics company. We run a fully integrated platform – asset‑based truckload, Dedicated & Fulfillment, LTL, Dray, Intermodal, and Managed Transportation – plus Roadtex, our temperature‑controlled warehouse and distribution network. That combination gives our customers a single partner who can handle ambient fulfillment, confectionery‑grade temp‑controlled distribution, and everything in between.

About the Position

This is a commercial leadership role – not a traditional account management title. The SVP of Enterprise Account Management runs a team of vertically aligned Enterprise Account Managers who own growth, retention, and margin performance across ITS Logistics’ largest and most complex customers. Your EAMs are organized by industry vertical. They are commercial owners who run account plans, lead executive business reviews, expand wallet share across the ITS + Echo + Roadtex platform, and protect the margin of a significant revenue portfolio. Your job is to build that team, set the standard, and hold it.

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, escalate, 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 and identify the next leaders in the organization and put in the time to build them.

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.
• Experience leading vertical‑aligned or segment‑specific account management teams.
• Managed a large revenue portfolio – $100M+ annually – with direct accountability for margin performance and retention.
• Executive presence; able to engage with VP and C‑suite contacts.
• Strong commercial instincts – identify expansion opportunities and mobilize a team to pursue them.
• Built commercial accountability structures – account planning processes, QBR standards, pipeline disciplines, and enforcement.
• Experience in complex, matrixed environments across multiple business units or service lines.
• Financially fluent – think in P&L, margin, and profitability.
• CRM‑driven and data‑oriented in portfolio management.
• Bachelor’s degree in Business, Supply Chain, or a related field.

Work Environment

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.

EEO Statement

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.