Placement Type:
Permanent
Salary:
$275,000-292,000 Salary
Start Date:
Jul 27, 2026
Director, Commercial - Automotive Logistics (Finished Vehicle Logistics)
Location: Irvine, California
Compensation: $275,000 - $292,000 Base Salary + 20% Annual Performance Bonus (subject to compensation review upon candidate selection)
Relocation package provided for non-local candidates
Key Responsibilities
Commercial Strategy & Growth - Develop and execute a comprehensive commercial strategy aligned with organizational growth objectives, network capacity, and market demand.
- Identify, pursue, and secure new business opportunities with automotive OEMs and strategic accounts.
- Expand existing customer relationships through increased service offerings, network solutions, and long-term partnership development.
- Build and maintain a robust multi-year pipeline that supports revenue growth and network expansion goals.
- Drive commercial excellence through disciplined forecasting, opportunity management, and sales governance processes.
OEM Account Leadership - Establish and maintain executive-level relationships with OEM supply chain, logistics, transportation, and procurement leaders.
- Serve as a trusted advisor to customers by understanding evolving supply chain challenges and developing tailored logistics solutions.
- Lead customer engagement strategies that enhance retention, growth, and long-term account profitability.
- Represent the organization during executive reviews, business planning discussions, and strategic customer meetings.
Contract Negotiation & Pricing Strategy - Lead complex negotiations involving multi-year logistics agreements, transportation contracts, and strategic service partnerships.
- Develop pricing strategies that balance customer requirements, operational complexity, market conditions, and profitability objectives.
- Evaluate commercial opportunities through financial modeling, risk assessment, and margin analysis.
- Ensure commercial agreements align with company growth objectives and operational capabilities.
Cross-Functional Leadership - Partner closely with Operations, Network Planning, Finance, and Infrastructure teams to ensure commercial commitments can be effectively executed.
- Support network expansion initiatives, including terminal development, market assessments, and strategic investment opportunities.
- Align customer growth plans with transportation capacity, processing capabilities, and infrastructure requirements.
- Drive collaboration across functional teams to improve service delivery, forecasting accuracy, and overall business performance.
Market Intelligence & Industry Leadership - Monitor automotive industry trends, including vehicle production shifts, EV adoption, supply chain transformation, and transportation network changes.
- Identify emerging opportunities, competitive threats, and market developments that influence commercial strategy.
- Provide executive leadership with insights and recommendations that support long-term business planning and growth initiatives.
Qualifications
Required Experience - 15+ years of progressive leadership experience within automotive logistics, finished vehicle logistics, transportation, or supply chain management.
- Proven success developing and executing commercial growth strategies within complex logistics environments.
- Significant experience managing and expanding large automotive OEM accounts.
- Demonstrated expertise negotiating complex, high-value, multi-year service agreements.
- Strong financial acumen with experience in pricing strategy, cost modeling, profitability analysis, and P&L management.
- Experience leading, mentoring, and developing high-performing commercial teams.
Industry Expertise - Deep understanding of finished vehicle logistics operations and automotive supply chain networks.
- Knowledge of vehicle transportation modes including trucking, rail, port operations, vehicle processing centers, and terminal operations.
- Experience working directly with OEM logistics, transportation, procurement, and supply chain organizations.
- Strong understanding of transportation capacity planning, network optimization, and infrastructure development.
Leadership Competencies - Executive presence with the ability to influence senior stakeholders and customer executives.
- Strategic thinker capable of translating market opportunities into executable growth plans.
- Strong cross-functional leadership skills with the ability to align commercial, operational, and financial objectives.
- Exceptional communication, negotiation, and relationship-building capabilities.
- Data-driven decision maker with strong business and financial judgment.
Education
- Bachelor's degree required.
- MBA or other advanced business degree preferred.
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