Sr. Vice President, Enterprise Account Management
At a glance
Leadership Account Management role at Echo Global Logistics. Chicago · full-time.
In listing
growthroles summary, based on the employer's posting.
What you'll do
- Lead vertically focused account managers responsible for growth, retention, and profitability across major customer accounts
- Set expectations for account plans, business reviews, cross-selling, escalations, and pipeline discipline
- Expand existing customers across OTR, D&F, Dray, LTL, Roadtex, Intermodal, Mexico, and Managed Transportation
- Control portfolio profitability by tracking P&L, margins, load mix, mode shifts, and account performance
- Build executive relationships, spot account risks, and provide leadership with retention and growth visibility
What you bring
- At least ten years leading enterprise accounts, commercial logistics, or strategic customer success with team-building and revenue growth results
- Deep experience with transportation services such as OTR, D&F, LTL, Dray, Intermodal, or Managed Transportation
- Experience managing a revenue book exceeding $100M annually with responsibility for margins and retention
- A bachelor's degree in business, supply chain, or a related discipline
- Comfort leading vertical account teams, complex business units, commercial processes, and P&L-focused decisions
Who this fits
This role suits a senior commercial leader who has built account teams, managed large logistics portfolios, and sold across multiple service lines. You should be comfortable with VP and C-suite supply chain conversations, CRM-led portfolio management, and office-based work in a hybrid Chicago role.
From the employer
We're a performance-driven organization. We invest in our people, give them real commercial infrastructure to work with, and get out of their way. If you're looking for a place where your output actually matters, this is it.
Want to learn more about ITS Logistics? Check out our website! www.its4logistics.com
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're not order-takers. They're 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.
The right person for this role has real enterprise logistics depth, can engage peer-to-peer with VP and C-suite contacts on our largest accounts, and has done this before - built a team, installed a commercial operating model, and driven results against a revenue target.
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. 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
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