Key Account Manager

Overview

The Key Account Manager will be responsible for driving strategic expansion within assigned decentralized large brokerage customers. This role is an overlay position that works alongside the Account Executive to increase wallet share, expand into new divisions and locations, and strengthen executive-level relationships.

The individual will not manage day-to-day freight operations but will focus on multi-location growth, corporate alignment, brand expansion, and long-term customer retention across approximately 10 - 15 assigned companies.

Responsibilities

• Identify expansion opportunities across divisions, plants, and business units within assigned accounts.
• Develop relationships with multiple decision-makers beyond the primary operational contact.
• Increase overall wallet share and service penetration within each assigned company.
• Present full PLS capabilities (“PLS Casino”) including all modes and value-added services.
• Support onboarding of new locations and divisions.
• Conduct in-person customer meetings on a cadence aligned with account opportunity.
• Lead Quarterly Business Reviews (QBRs) and executive-level touchpoints.
• Act as escalation point for both the customer and Account Executive.
• Collaborate with Account Executives to ensure growth initiatives do not disrupt day-to day operations.
• Monitor account performance metrics and identify areas for strategic improvement.
• Develop and execute strategic account growth plans for assigned customers.
• Increase brand awareness and corporate alignment across the customer organization.
• Ensure profit objectives for assigned accounts are satisfied.
• Work cross-functionally with Operations, Capacity, and sales groups to support account expansion.
• Other duties as assigned or requested.

Qualifications

• 3+ years of experience in 3PL brokerage or account management
• Ability to travel for in-person customer meetings
• Knowledge of the transportation and logistics industry
• Strong relationship-building and executive communication skills
• Demonstrated success expanding revenue within existing customers
• Strategic planning and organizational skills. Experience working with multi-location or decentralized organizations
• Strong collaboration skills working alongside Account Executives and cross-functional teams
• Bachelor’s degree or equivalent experience