Director of Sales – Logistics & Transportation

We're looking for an experienced, results-driven Director of Sales to lead business development, build strong customer relationships, and drive revenue growth across the U.S. logistics and transportation market.

This isn't just about managing a sales team. We need someone who understands the trucking industry, knows how to win freight contracts, has established relationships with shippers and brokers, and can turn opportunities into long-term business.

The ideal candidate is a strategic thinker who is equally comfortable negotiating major contracts, developing sales strategies, and getting directly involved in closing deals.

We're looking for an experienced, results-driven Director of Sales to lead business development, build strong customer relationships, and drive revenue growth across the U.S. logistics and transportation market.

This isn't just about managing a sales team. We need someone who understands the trucking industry, knows how to win freight contracts, has established relationships with shippers and brokers, and can turn opportunities into long-term business.

The ideal candidate is a strategic thinker who is equally comfortable negotiating major contracts, developing sales strategies, and getting directly involved in closing deals.

• Develop and execute sales strategies to expand the company's presence across Michigan and the broader U.S. market.
• Identify and secure new business opportunities with direct shippers, manufacturers, distributors, freight brokers, and 3PL providers.
• Build a strong sales pipeline and consistently achieve revenue and profitability targets.
• Negotiate transportation contracts, freight rates, and long-term service agreements.
• Identify profitable freight lanes and opportunities to increase fleet utilization.
• Develop quarterly and annual sales forecasts, budgets, and growth plans.

• Establish and maintain strong relationships with key decision-makers, including logistics directors, supply chain managers, and transportation executives.
• Expand the company's direct shipper customer base and reduce reliance on spot-market freight.
• Identify opportunities for dedicated freight contracts, recurring loads, and strategic partnerships.
• Lead major client negotiations, presentations, and contract renewals.
• Monitor customer satisfaction, account performance, and retention.
• Represent the company at industry events, conferences, and customer meetings.

• Build, mentor, and manage a high-performing sales and business development team.
• Set measurable sales targets, KPIs, and individual performance goals.
• Establish a structured sales process, including lead generation, qualification, proposals, negotiations, and closing.
• Monitor pipeline activity, conversion rates, revenue performance, and customer acquisition costs.
• Provide regular performance reports and strategic recommendations to executive leadership.

• Work closely with dispatch, fleet operations, and finance teams to ensure customer commitments align with operational capacity.
• Collaborate on competitive freight pricing while protecting profitability.
• Analyze transportation market trends, freight demand, seasonal fluctuations, and competitor activity.
• Support customer onboarding and ensure smooth coordination between sales and operations.
• Identify opportunities to improve service quality, operational efficiency, and customer profitability.

Required:

• Bachelor's degree in Business Administration, Logistics, Supply Chain Management, or a related field, or equivalent professional experience.
• 7-10+ years of sales or business development experience in U.S. trucking, freight transportation, or logistics.
• Minimum 3-5 years in a sales leadership or senior business development role.
• Proven track record of securing transportation contracts and generating significant revenue growth.
• Established relationships within the U.S. shipper, freight broker, or 3PL market.
• Strong understanding of truckload (FTL), less-than-truckload (LTL), dedicated transportation, and freight pricing.
• Excellent negotiation, communication, and relationship management skills.
• Experience using CRM systems, transportation management systems (TMS), and sales reporting tools.
• Ability to travel for customer meetings and business development activities.

Preferred:

• Existing customer relationships and an active professional network across…