Overview
Reporting to the Vice President of Sales, the Director of Sales - eCommerce is a high-impact, revenue-generating leader responsible for driving top-line growth across mid-market and enterprise D2C ecommerce fulfillment, parcel management, and omni-channel logistics.
This role requires a proactive "hunter" mindset to identify, negotiate, and close complex 3PL solutions. You will champion NFI's value proposition across multi-node fulfillment, inventory optimization, and parcel execution-collaborating closely with Solutions Engineering, Operations, and Pricing to build high-margin partnerships.
Responsibilities
New Business Hunting & Pipeline Management- Maintain a disciplined, proactive outreach cadence to target, engage, and close D2C brands experiencing rapid growth looking to partner with NFI as their end-to-end supply chain partner. Maintain an active sales pipeline exceeding $20M+ in annualized contract value.
- Execute consultative sales strategies targeting high-growth verticals (e.g., apparel, beauty, CPG, electronics, health & wellness).
- Leverage social selling, industry networking, cold outreach, and trade shows to capture net-new market share.
Solution Design & Commercial Strategy- Partner with Solutions Engineering, IT/WMS Integration, and Operations teams to architect tailored ecommerce fulfillment programs (each-pick, kitting, returns management) and parcel routing models.
- Develop compelling, value-based RFPs, RFIs, and commercial proposals that clearly articulate NFI's cost-efficiency, network reach, and service level advantages.
Lead commercial rate schedule development, margin analysis, and contract negotiations (MSAs, SLAs) in partnership with legal and executive leadership. - Position NFI's parcel optimization strategies by leveraging deep commercial knowledge of national FedEx, UPS, USPS, DHL, & Regional Carrier networks.
Account Retention & Cross-Selling- Conduct quarterly business reviews (QBRs) alongside Operations to review SLA compliance, track profitability, and identify account expansion opportunities.
- Cross-sell NFI's end-to-end supply chain portfolio, including Dedicated Transportation, Brokerage, Port Services, and Transportation Management.
Sales Administration & Market Intelligence- Maintain strict CRM discipline via Salesforce-tracking opportunity stages, forecasting close dates, and recording prospect interactions in real time.
Qualifications
Qualifications & Requirements- 5-8+ years of proven business development/sales success within the 3PL industry, Solid knowledge of the fulfillment industry and marketplace, D2C ecommerce fulfillment, warehousing, and parcel management solutions
- Self Starter with a "can do" attitude, high energy, nimble and adaptable to change
- Demonstrated history of quota attainment, closing complex multi-million-dollar logistics deals at the C-suite and VP level
- In-depth knowledge of carrier pricing structures, zone-skipping, parcel execution software, and carrier contracts across national (FedEx, UPS, USPS, DHL) and regional carriers.
- Strong analytical capabilities to evaluate customer shipping data, understand unit economics, and structure high-margin commercial agreements.
- Working knowledge of modern ecommerce technology stacks, including WMS platforms, ERPs, and integration points with platforms like.
- Advanced proficiency in Salesforce (or equivalent enterprise CRM) and MS Office Suite (Excel, PowerPoint).
- Exceptional written, verbal, and executive-facing presentation skills; skilled negotiator.
- Willingness and availability to travel 30-50% for customer meetings, facility site visits, and 2-3 annual industry conferences (e.g., RILA, Manifest, IRCE).
Profit Center
PC-7030
