Position Summary:
We are seeking an experienced sales leader to drive the commercial strategy and profitable growth of AJC Freight Solutions, a third-party logistics (3PL) business specializing in Full Truckload (FTL). This producing leadership role is responsible for leading and developing the sales organization while personally building and growing a profitable book of business. The Director will be accountable for revenue, gross profit, margin performance, and controllable commercial expenses. The ideal candidate will have strong 3PL and FTL sales experience, a proven track record of business development, and demonstrated success leading high-performing sales teams.
Scope of Responsibility:
Commercial & Financial Performance
- Own revenue, gross profit, margin performance, and achievement of annual commercial goals for FTL business.
- Develop and manage sales budgets, forecasts, headcount, and controllable commercial expenses.
- Analyze financial and sales performance to identify trends, opportunities, and corrective actions.
- Drive profitability through effective commercial strategies, resource allocation, and expense management.
Sales Revenue & Business Development
- Develop and execute the commercial strategy for AJC Freight Solutions, with a focus on profitable FTL growth and synergies with the LTL business.
- Personally develop and grow a profitable book of business with individual revenue and gross profit expectations.
- Identify and pursue new business opportunities and strategic customer relationships.
- Lead major commercial opportunities, including RFPs, presentations, and contract negotiations.
- Lead the National Account Managers responsible for the enterprise customer portfolio.
Team & Cross-Functional Leadership
- Lead, mentor, and develop a high-performing sales organization, including Sales Managers and National Account Managers.
- Establish clear performance expectations and accountability across the sales team.
- Partner with Operations, Finance, and other departments to ensure commercial strategies are competitive, executable, and profitable.
- Foster a collaborative, results-oriented culture focused on accountability, growth, and continuous improvement.
Essential Skills & Experience:
Must Haves
- 5 to 10 years of 3PL/logistics sales experience with strong Full Truckload (FTL) experience with at least 3 years in a senior leadership role.
- Proven track record of personally developing, winning, and growing a profitable book of business.
- Proven track record of P&L ownership for a ~$100M revenue business and achieving sales targets
- Demonstrated success leading and developing high-performing sales teams and Sales Managers across multiple locations.
- Exceptional leadership, communication, and interpersonal skills.
- Strong knowledge of the FTL market, including pricing, carrier dynamics, RFPs, and customer negotiations.
- Ability to analyze data, identify trends, and develop actionable strategies.
- Contract negotiation experience.
- Ability to travel, 30 to 40 % per year, to visit markets, customers, and operational locations.
- Bachelor's Degree in Business, Logistics, Supply Chain Management, or a related field.
- Proficient in logistics software and Microsoft Office Suite.
