National Account Manager
- Toronto, ON, Canada
Full-time
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Job details
- Job type
- Full-time
- Apply by
- Experience
- Minimum 3 years of experience in freight brokerage, over-the-road (OTR) transportation sales, or national account management within the trucking and logistics industry.
- Posting language
- English
- Posted
Original job description
Open Position
National Account Manager
$80,000 - 90,000 + uncapped commission
Position Overview
We are seeking an experienced, results-driven National Account Manager to manage, develop, and expand a portfolio of key shipper accounts across North America.
This role is ideal for a transportation sales professional with a strong background in freight brokerage, Full Truckload (FTL), and cross-border transportation who understands how to build profitable, long-term customer relationships.
The successful candidate will take ownership of existing national accounts while identifying opportunities to increase shipment volumes, secure additional transportation lanes, and expand customer partnerships. Working closely with carrier sales and operations teams, this individual will ensure competitive transportation solutions, reliable service delivery, and sustainable revenue growth.
Key Responsibilities
National Account Management & Development
Required Qualifications
Key Performance Indicators
Success In This Role Will Be Measured Through
National Account Manager
$80,000 - 90,000 + uncapped commission
Position Overview
We are seeking an experienced, results-driven National Account Manager to manage, develop, and expand a portfolio of key shipper accounts across North America.
This role is ideal for a transportation sales professional with a strong background in freight brokerage, Full Truckload (FTL), and cross-border transportation who understands how to build profitable, long-term customer relationships.
The successful candidate will take ownership of existing national accounts while identifying opportunities to increase shipment volumes, secure additional transportation lanes, and expand customer partnerships. Working closely with carrier sales and operations teams, this individual will ensure competitive transportation solutions, reliable service delivery, and sustainable revenue growth.
Key Responsibilities
National Account Management & Development
- Manage and grow a portfolio of established national shipper accounts across Canada and the United States.
- Develop strong relationships with key customer contacts, including transportation managers, logistics directors, procurement teams, and senior decision-makers.
- Identify opportunities to expand existing accounts through additional freight lanes, increased shipment volumes, spot freight, and new transportation requirements.
- Develop strategic account plans focused on customer retention, revenue growth, profitability, and long-term partnership development.
- Conduct regular customer meetings and business reviews to evaluate performance, identify service improvements, and uncover additional business opportunities.
- Monitor customer shipping patterns, transportation requirements, and evolving supply chain needs to proactively recommend solutions.
- Maintain consistent communication with customers to strengthen relationships and ensure a high level of service satisfaction.
- Support contract renewals, pricing reviews, and customer negotiations to protect and expand account profitability.
- Coordinate with carrier sales and operations teams to secure reliable capacity for FTL and cross-border shipments throughout North America.
- Develop a strong understanding of customer freight requirements, including shipping lanes, equipment needs, transit expectations, and service commitments.
- Identify and capitalize on spot freight opportunities while supporting contracted transportation programs.
- Work closely with internal teams to source competitive carrier rates and develop cost-effective transportation solutions.
- Monitor freight market conditions, carrier capacity, lane pricing, and industry trends to support strategic account decisions.
- Ensure transportation solutions align with customer requirements while maintaining appropriate service levels and profit margins.
- Collaborate with operations personnel to resolve capacity challenges, shipment delays, and service disruptions.
- Maintain awareness of cross-border shipping requirements, documentation, and operational considerations affecting Canadian and U.S. freight movements.
- Achieve or exceed established account revenue, gross profit, and customer retention targets.
- Identify opportunities to increase customer share of wallet through additional lanes, spot shipments, and expanded transportation services.
- Negotiate customer rates and commercial agreements while balancing competitiveness with profitability.
- Analyze account performance, shipment volumes, gross profit margins, and transportation costs.
- Develop account growth strategies based on customer potential, market conditions, and business objectives.
- Prepare sales forecasts, account performance reports, and revenue projections.
- Identify underperforming accounts and implement strategies to improve profitability and customer engagement.
- Participate in customer RFPs, transportation bids, and contract negotiations as required.
- Serve as the primary commercial contact for assigned national accounts.
- Build trusted relationships by understanding customer objectives, anticipating challenges, and delivering responsive transportation solutions.
- Act as an escalation point for service concerns, shipment exceptions, and customer disputes.
- Work collaboratively with carrier representatives, dispatchers, and logistics coordinators to ensure timely issue resolution.
- Maintain proactive communication regarding shipment performance, service disruptions, and corrective actions.
- Monitor customer satisfaction and identify opportunities to enhance the overall customer experience.
- Support smooth onboarding and implementation of new lanes, transportation programs, and account expansions.
- Maintain accurate customer information, account activity, shipment opportunities, and sales pipeline records within the company's Transportation Management System (TMS) and CRM platforms.
- Utilize BrokerWare or comparable freight brokerage/TMS software to support account management, shipment visibility, and operational coordination.
- Prepare and review account reports, customer presentations, and business performance summaries.
- Track customer KPIs, including shipment volumes, on-time performance, gross profit, and service quality.
- Collaborate with leadership to develop account strategies and support broader business growth initiatives.
- Stay informed of transportation industry developments, market fluctuations, and emerging opportunities within the North American freight market.
Required Qualifications
- Minimum 3 years of experience in freight brokerage, over-the-road (OTR) transportation sales, or national account management within the trucking and logistics industry.
- Proven experience managing and growing shipper accounts, preferably with multi-lane transportation requirements.
- Strong knowledge of Full Truckload (FTL) transportation, North American trucking lanes, and Canada–U.S. cross-border freight.
- Demonstrated ability to develop customer relationships, identify new business opportunities, and increase account revenue.
- Experience negotiating freight rates, managing transportation pricing, and maintaining profitable customer accounts.
- Solid understanding of freight brokerage operations, carrier capacity, and transportation service requirements.
- Strong commercial awareness, including the ability to analyze revenue, gross profit, and account performance.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to manage multiple accounts, competing priorities, and time-sensitive customer requirements.
- Self-motivated, organized, and capable of working independently while collaborating with internal operations teams.
- Proficiency with Microsoft Office and transportation management or CRM systems.
- Established relationships with shippers, transportation managers, or logistics decision-makers across North America.
- Existing transferable book of business or established shipper network.
- Experience with BrokerWare or similar freight brokerage software.
- Experience managing high-volume, multi-location, or multi-lane customer accounts.
- Familiarity with spot freight markets, contract freight programs, and transportation RFPs.
- Experience supporting additional transportation services such as LTL, expedited, specialized, or temperature-controlled freight.
- Post-secondary education in Business, Logistics, Supply Chain Management, or a related discipline.
Key Performance Indicators
Success In This Role Will Be Measured Through
- Account Growth: Increased shipment volumes, new lanes, and additional business from existing customers.
- Revenue & Gross Profit: Achievement of account revenue targets and sustainable gross profit margins.
- Customer Retention: Strong account relationships, contract renewals, and long-term customer satisfaction.
- Business Expansion: Successful conversion of spot freight opportunities and additional customer transportation requirements.
- Service Performance: Collaboration with operations teams to maintain reliable on-time delivery and service standards.
- Account Development: Consistent customer engagement, strategic account planning, and identification of future growth opportunities.
More about this job
Responsibilities
Manage and grow national shipper accounts across Canada and the United States by developing customer relationships, expanding freight lanes and shipment volumes, and pursuing profitable business opportunities. Coordinate with carrier sales and operations teams to deliver reliable FTL and cross-border transportation, resolve service issues, negotiate pricing, and track account performance.
Requirements
Requires at least three years of experience in freight brokerage, OTR transportation sales, or national account management, along with knowledge of FTL, North American trucking lanes, and Canada–U.S. cross-border freight. Candidates should have a record of growing shipper accounts, negotiating rates, managing profitability, and using Microsoft Office and transportation management or CRM systems.
Skills
- National Account Management
- Freight Brokerage
- Full Truckload Transportation
- Cross-Border Transportation
- Shipper Account Growth
- Freight Rate Negotiation
- Revenue and Gross Profit Management
- Strategic Account Planning
- Carrier Capacity Coordination
- Transportation Pricing
- Customer Retention
- Transportation RFPs
- Sales Forecasting
- CRM Systems
Visa sponsorship
Not detected in the job text
Categories
- Sales
- Logistics
- Transportation
- Management & Leadership
- Customer Service & Support
Keywords
- Freight Brokerage
- Full Truckload
- FTL
- Over-The-Road Transportation
- Cross-Border Freight
- North American Trucking Lanes
- Shipper Accounts
- Carrier Capacity
- Spot Freight
- Contract Freight
- Transportation RFPs
- Freight Rate Negotiation
- Gross Profit
- Account Retention
- Strategic Account Planning
- TMS
- CRM
- BrokerWare
- Microsoft Office
- Shipment Visibility
- On-Time Performance
- Customer KPIs
- LTL
- Expedited Freight
- Specialized Freight
- Temperature-Controlled Freight
- Supply Chain
- Carrier Sales
- Transportation Pricing