Key Account Manager - Transportation & Logistics

Forward Air is seeking a Key Account Manager to own and grow relationships with strategic shippers across our expedited LTL, intermodal, final mile, and truckload network. In this role, you will manage a portfolio of high-value accounts, acting as the primary contact for service, pricing, and performance. You will analyze shipping data, develop account plans, negotiate renewals, and partner closely with operations to ensure reliable, on-time performance. This position fits a performance-driven professional who thrives in a fast-paced, safety-focused logistics environment and wants to grow with a nationwide transportation leader.

Responsibilities

• Own and grow a portfolio of key transportation and logistics accounts across North America.
• Serve as primary point of contact for strategic customers, ensuring high service quality and on-time performance.
• Analyze shipping data and account performance to identify growth, optimization, and margin opportunities.
• Develop and execute account plans, including pricing strategies and upsell/cross-sell initiatives.
• Lead contract renewals and negotiations in partnership with sales, operations, and finance.
• Collaborate with operations, final mile, and intermodal teams to resolve service issues and improve reliability.
• Prepare and deliver business reviews, performance reports, and forecasts to customers and leadership.
• Track pipeline, revenue, and retention metrics; report results and risks proactively.
• Support implementation of new services, lanes, and technology solutions for key accounts.
• Champion Forward Air's safety, service, and performance culture in all customer interactions.

Required Skills

• Key account management
• B2
• B sales
• Contract negotiation
• Logistics and freight knowledge
• Data analysis and reporting
• Customer relationship management (CRM)
• Forecasting and pipeline management
• Pricing and margin management
• Cross-functional collaboration
• Presentation and communication