Director of Enterprise Acccounts

Job Description

Job Description

Description:

THE POSITION

A Director of Enterprise Accounts (DEA) serves as the commercial leader for industry segments focused on Evans' most strategic enterprise customers. Each Director is assigned industry segments containing enterprise accounts representing a significant portion of Evans' revenue and long-term growth strategy. These industry segments include (but is not limited to) machinery, mfg. equipment, infrastructure sector, tech, power generation and government services.

This role is responsible for driving executive alignment, strategic growth, operational excellence, and financial performance across their assigned pillar. Acting as the customer's executive advocate within Evans, the DEA ensures Sales, Operations, Finance, Claims, Technology, and Executive Leadership remain aligned around a common customer strategy while delivering an exceptional customer experience.

This position functions as the quarterback for the customer relationship—connecting people, processes, and solutions to strengthen long-term partnerships and create sustainable, profitable growth. In addition to being the quarterback, this role will require you to roll up the sleeves and proactively solve problems to ensure the customer needs are met.

ROLES AND RESPONSIBILITIES

Industry & Customer Leadership

• Serve as the leadership relationship owner for assigned Industries and strategic enterprise customers.
• Build and maintain trusted relationships with executive decision makers across procurement, transportation, operations, engineering, finance, and supply chain leadership.
• Lead Executive Business Reviews (EBRs), strategic planning sessions, and long-term account planning within assigned industries.
• Represent the voice of the customers throughout Evans enterprise while ensuring Evans' strategic objectives remain aligned with customer priorities.

Strategic Account Management

• Develop and execute multi-year strategic account plans within industries, focused on revenue growth, customer retention, profitability, and solution expansion.
• Identify opportunities to expand Evans' services within a customer or industry, across business units, facilities, and transportation modes.
• Continuously evaluate the industry and/or customer's evolving business strategy, capital projects, and market conditions to proactively position Evans for future opportunities.
• Lead enterprise-level contract strategy, commercial discussions, and strategic initiatives.

Cross-Functional Leadership

Ensure every functional area is aligned around shared customer goals, operational priorities, financial expectations, and service performance. Provide strategic oversight and coordination across all Evans teams supporting the assigned industry segment, including but not limited to:

• Sales, Operations, Operational Excellence
• Pricing, Carrier Development, Carrier Procurement
• Claims, Technology, Billing & Finance

Commercial Strategy & Growth

• Identify new revenue opportunities within the assigned enterprise pillar or Industry.
• Develop strategies to increase wallet share across business units and geographic regions.
• Collaborate with SSD leadership to introduce new solutions, technology, and value-added services.
• Evaluate competitive threats and market trends while developing proactive growth initiatives.
• Support new facility launches, capital projects, and expansion initiatives.

Operational Excellence

• Champion operational consistency and continuous improvement across all customer programs.
• Monitor key performance indicators, service metrics, claims performance, and customer satisfaction.
• Lead executive-level resolution of operational challenges and customer escalations.
• Ensure lessons learned are captured and standardized across future projects.

Financial Performance

• Own the financial performance of the assigned industry segment.
• Partner with Finance to improve customer profitability, forecasting, and budget planning.
• Monitor revenue, gross profit, cost-to-serve, and overall account health.
• Identify opportunities for operational efficiencies that improve customer value while strengthening Evans' financial performance.

Strategic Collaboration

• Partner closely with the VP of Strategy & Operations to execute industry and division-wide initiatives.
• Share customer intelligence and best practices across the Strategic Solutions Division.
• Support the development of standardized enterprise account management processes.
• Mentor internal teams on customer strategy, industry trends, and specialized logistics solutions.

Key Performance Indicators

• Customer Revenue Growth
• Gross Profit Growth
• Customer Retention
• Wallet Share Expansion
• Executive Relationship Strength
• Customer Satisfaction (NPS/Voice of Customer)
• Strategic Initiative Execution
• Operational KPI Performance
• Claims Reduction
• Forecast Accuracy
• Cost-to-Serve Improvement
• Other KPI’s as identified

Success Profile

Success in this role is measured not by the number of shipments managed, but by the strength of the executive partnership, growth of the customer relationship, financial performance of the account, and the ability to align Evans' people, solutions, and strategy with the customer's long-term business objectives.

The Director of Enterprise Accounts serves as the executive steward of one of Evans' most important customer relationships, ensuring Evans remains an indispensable strategic logistics partner while advancing the long-term vision of the Strategic Solutions Division.

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position. The above list reflects the general details necessary to describe the principle and essential functions of the position and shall not be construed as the only duties that may be assigned for the position.

QUALIFICATIONS

Required Experience

• 8–12 years of progressive leadership experience within transportation, logistics, supply chain, or enterprise account management.
• Demonstrated success managing Fortune 500 or other large strategic customer relationships.
• Strong understanding of commercial strategy, operations, finance, and relationship management.
• Experience leading cross-functional teams without direct reporting authority.
• Exceptional executive communication and relationship-building skills.
• Other skillsets or background experience may be considered.

Preferred Experience

• Experience supporting large equipment manufacturers, infrastructure sector organizations, or other complex industrial customers.
• Knowledge of Heavy Haul, Project Logistics, Data Center Logistics, Government transportation, or specialized freight solutions.
• Experience managing large-scale transportation programs with multiple stakeholders.
• Strong financial acumen including pricing strategy, profitability analysis, budgeting, and forecasting.