Strategic Account Specialist - Air Freight

Strategic Account Specialist

We are seeking a motivated, results-driven Strategic Account Specialist to drive growth within our division. This hybrid role blends new business development, strategic account management, and cross-functional collaboration across all service linesincluding freight forwarding, customs brokerage, drayage, and warehousing. Ideal candidates will have experience in freight forwarding, pricing strategy, and supply chain optimization, along with a strong commercial mindset and proven client-facing skills. This role is responsible for both developing new opportunities and expanding existing relationships within assigned accounts while ensuring high service quality and operational alignment. This is a high-impact role for someone who thrives on building relationships, driving growth, and delivering customized logistics solutions. If you're commercially savvy and passionate about helping clients succeed, we want to hear from you.

Knowledge Skills Required

Integrity: Adhere to Fracht's Core Values and Vision. Ability to operate in an open and honest manner and achieve a trusting and reliable relationship with team members, customers, and vendors. Ability to accept mistakes and learn from them without apportioning blame.

Flexibility: Learn and keep up to date with new developments, procedures, and regulations. Work efficiently in an environment with multiple shifting priorities.

Communication: Effectively listen and communicate clearly with team members, customers, and vendors. Ability to interpret and disseminate information promptly.

Problem Solving: Measure effectiveness in understanding problems and making timely practical decisions. Ability to work well in groups and/or individually to develop alternative solutions.

Accountability: Justify responsible actions and decisions to management. Be a reliable team player who can make accurate decisions with sense of urgency.

Duties and Responsibilities

Account Development & Growth: Build and maintain account plans for all assigned customers. Expand services within key accounts across trade lanes and logistics functions (FFW, Customs, FRT, WHS, etc.). Identify and pursue up-sell/cross-sell opportunities aligned with client goals. Identify and pursue new business opportunities in assigned territories and industry verticals. Prepare tailored proposals, support RFQs, and drive opportunity closure. Support marketing initiatives and attend relevant trade shows or networking events.

Client Relationship Management: Serve as the primary commercial point of contact for assigned accounts. Conduct regular client visits, QBRs, and performance reviews (minimum 2 per year per account). Track all client engagement and ensure <5% client attrition across portfolio. Deliver 90%+ customer satisfaction based on feedback and surveys.

Pricing, Quoting & Collaboration: Generate quotes and support strategic pricing efforts aligned with operational capacity. Work closely with operations and procurement to ensure aligned and seamless service delivery. Provide feedback to inform pricing strategy and market positioning. Support financial health of accounts, including invoice aging and margin integrity.

CRM & Reporting: Log all activities, pipeline opportunities, and client interactions in CRM systems (e.g., CargoWise, Salesforce). Provide accurate sales forecasts and regular pipeline visibility to leadership. Ensure 100% participation in SOP updates and pricing feedback initiatives.

Education and/or Work Experience Required

Bachelor's degree in Business, Sales, Marketing, Supply Chain or a related field preferred. Minimum of 3 years of experience within the freight forwarding or logistics industry. Proven track record of achieving and exceeding sales targets. Strong negotiation, communication, and interpersonal skills. In-depth knowledge of global logistics and supply chain management. Ability to think strategically and execute tactically. Proficient in CRM software and sales analytics tools.

Physical Requirements: Safely and successfully performs the essential job functions consistent with the ADA, FMLA and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards. Maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards. Must be able to lift and carry up to 20 lbs. Must be able to sit for prolonged period of time in office environment, desk setting. Must be able to talk, listen and speak clearly on telephone.

Diversity and Inclusion: We believe in creating an inclusive environment where everyone feels empowered and supported. We encourage individuals of all backgrounds, identities, and abilities to apply. We are committed to diversity and are proud to be an equal opportunity employer.