The Vice President of Strategic Accounts & Growth Strategy leads Forward Air’s enterprise growth strategy across its most critical customers and partners, including major freight forwarders, airlines, and large 3PL organizations. The role focuses on expanding share of wallet, deepening network integration, and scaling Forward Air’s services across complex transportation ecosystems.

This position is not transactional or sales‑driven. Instead, the VP partners with strategic accounts to develop joint growth strategies, introduce new service and commercial programs, and align Forward Air’s airport‑to‑airport network with evolving customer needs. The role emphasizes enterprise planning, network optimization, pricing strategy, and cross‑service expansion to drive sustainable, profitable growth.

The ideal candidate brings strong executive presence, deep knowledge of forwarder, airline, and 3PL operating models, and the ability to translate customer strategy into scalable commercial initiatives. The role is centered on LTL growth, with responsibility for cross‑selling Truckload, Drayage, and other Forward Air services within integrated customer strategies.

Key Responsibilities

• Lead Forward Air’s largest strategic partnerships including major international freight forwarders, Domestic Freight Forwarders, airlines, and large 3PL organizations.

• Develop long term partnership strategies that strengthen Forward Air’s position within these networks.

• Develop and execute growth strategies that expand wallet share, increase network participation, and strengthen Forward Air’s role within customer transportation ecosystems.

• Partner with strategic customers to build joint go to market strategies that expand Forward Air’s services across their networks and customer base.

• Identify opportunities to introduce new products, services, and commercial programs with strategic partners that create incremental revenue and network density.

• Build and maintain C-suite and senior executive relationships within strategic partners and lead executive business planning discussions. Ideal candidates understand Private and Public entities, Franchise and corporate models.

• Develop and implement strategic pricing programs with internal pricing and revenue management teams. Use data, network economics, and analytics to design commercial strategies that drive profitable growth and competitive advantage.

• Collaborate with international freight forwarders and airline partners to expand gateway participation, strengthen lane density, and grow Forward Air’s airport to airport network.

• Partner with internal teams to identify opportunities for new services, bundled offerings, or commercial programs that align with partner needs and market demand.

• Maintain strong awareness of industry trends, customer strategies, and competitive dynamics to position Forward Air as a preferred strategic partner. 

• Work closely with sales, operations, pricing, and product teams to ensure initiatives developed with strategic partners can be executed successfully across the organization.

Qualifications

• Minimum 10+ years of experience leading enterprise or strategic account growth within transportation, logistics, or supply chain organizations.

• Demonstrated experience operating or leading a Forwarding organization or 3PL entity, with strong understanding of freight forwarding, airline cargo, and international logistics ecosystems.

• Deep knowledge of international freight forwarders, airline cargo networks, and 3PL or 4PL operating models.

• Proven success designing and executing enterprise growth strategies with measurable results.

• Demonstrated experience building and executing sophisticated pricing strategies and using analytics to drive commercial decision making.

• Strong analytical capability with the ability to interpret market data, network economics, and pricing performance to shape strategy.

• Ability to clearly articulate strategic initiatives, growth plans, and performance outcomes to executive leadership teams and strategic customers.

• Exceptional communication, negotiation, and executive presentation skills.

Forward Air is an Equal Opportunity Employer 

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Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs. Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.

Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.

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