Director of National Accounts (Warehouse)

Highlight Motor Group; Toronto; On-site; CAD 120,000 - 160,000; Full time

Benefits offered by this job

Unlimited commissions

Above-average salary & bonus

Leadership access & mentorship

Growth plan from day one

Car allowance

Job summary

Highlight Motor Group is seeking a results-driven Director of Sales – Warehouse to drive revenue growth across our warehouse and 3PL services. You will identify strategic opportunities, forge key partnerships, and lead new business initiatives, reporting to senior leadership.

Based in the GTA, you will build a robust pipeline, manage full sales cycles, and negotiate long-term customer agreements with national accounts, while collaborating with warehouse operations to ensure capacity and service

Qualifications

• 3–5 years of sales experience in a warehousing environment with exposure to supply chain and logistics.
• Active book of business or established GTA-area customer relationships is a strong asset.
• Demonstrated ability to manage the full sales cycle from prospecting to closing.
• Complete understanding of the 3PL warehouse industry, including pricing, business development, and fulfillment processes.
• Track record of meeting or exceeding sales targets in a B2B environment.
• Experience with cold outreach, lead generation, and pipeline management.
• Strong strategic thinking and analytical skills, with the ability to identify and prioritize growth opportunities.
• Results-oriented mindset, with a demonstrated ability to meet and exceed revenue targets.
• Excellent written and verbal communication skills, with strong presentation and negotiation abilities.
• Ability to multitask in a fast-paced, deadline-driven environment and work well under pressure.
• Ability to work with minimal supervision and track multiple processes.
• Strong proficiency in Microsoft Office (Excel, Word, Outlook, OneDrive) and CRM software.
• Valid driver’s license and willingness to travel for client meetings as required.
• Adaptable to change, with strong interpersonal sales skills.
• Detail-oriented and a keen learner, with drive and ambition.
• Post-secondary degree or diploma is a requirement.

Responsibilities

• Build and maintain a robust, consistent pipeline of prospective warehouse customers, generating qualified leads and converting them into revenue.
• Proactively develop new business through outbound sales engagement (in person, phone, email, online), networking, and referrals.
• Develop and execute strategic warehouse sales plans that support sustained double-digit growth.
• Grow warehouse business through new customer acquisition, existing account expansion, retention, and scalability.
• Achieve warehouse sales targets while ensuring category development and overall customer profitability.
• Sell end-to-end warehousing and fulfillment solutions, including storage, pick-and-pack, drayage, accessorial, cross-docking, and other product management services.
• Concentrate on bringing warehousing opportunities within the GTA.
• Conduct customer needs assessments to recommend appropriate warehouse space, storage configurations, and value-added services.
• Develop warehouse pricing strategies, proposals, and long-term customer agreements for warehouse and 3PL services.
• Lead client conversations, deliver tailored solution proposals, and negotiate contracts through to close.
• Partner with the Director of Warehouse Operations to confirm capacity, space availability, and service capabilities before finalizing customer commitments.
• Diagnose customer challenges and design solutions that address their specific needs and opportunities.
• Identify and engage key decision-makers within target accounts to accelerate the sales cycle.
• Support RFP processes, manage quoting and bids, and contribute to SOP development for new and existing clients.
• Oversee smooth onboarding of new warehouse accounts, including inbound/outbound requirements and service-level expectations.
• Monitor account performance, inventory throughput, and storage utilization to identify upselling and account-growth opportunities.
• Manage daily priorities to consistently exceed productivity and accuracy expectations.
• Maintain accurate pipeline tracking, activity reporting, and timely CRM updates.
• Coordinate and communicate daily with internal and external stakeholders including customers, warehouse management, customer care, and sales support teams.
• Provide logistics support as needed to ensure seamless customer service.
• Monitor market trends, competitor offerings, and customer needs to identify new warehousing opportunities.
• Deliver regular reports to senior leadership on key performance metrics and progress toward growth goals.
• Ensure compliance with company policies, procedures, and reporting requirements.

Skills

Sales experience in warehousing

Active GTA book

Full sales cycle

3PL warehousing knowledge

CRM software

Cold outreach

Pipeline management

Negotiation

Microsoft Office

Travel willingness

Education

Post-secondary degree or diploma

Tools

CRM software

Microsoft Office

Job description

***This is a Sales leadership role that focuses on the growth of our warehouse operations division.

Highlight Motor Group is one of the largest and fastest-growing transportation companies in the GTA. As a result of our driven marketing approach and second-to-none work ethic, we are experiencing tremendous growth. To keep up, we’re seeking experienced, professional, energetic, goal-oriented individuals to complement our organization.

Highlight Motor Group offers an exciting, fast-paced environment with ideal positions for someone looking for a REAL career move. To work for Highlight Motor Group, you must have great people skills, communicate well, have a team-oriented personality, and the desire to set and achieve goals. As our company continues to expand, we’re looking for candidates who are highly motivated and driven by the opportunity for financial reward and career advancement in a family-like working environment.

Job Description

We are seeking a results-driven Director of Sales – Warehouse to drive revenue growth by identifying strategic opportunities, forging key partnerships, and leading new business initiatives. Reporting to senior leadership, this role pursues warehouse sales targets and growth goals while building lasting relationships with national accounts. This is a high-impact position for a sales leader who thrives in a fast-paced 3PL environment.

What We Offer

• Unlimited income potential with uncapped commissions
• Above-industry-average salary and bonus structure
• Direct access to senior leadership for sales support and career mentorship, plus a defined growth and promotion plan from day one
• An asset-backed logistics company with 3 warehouse sites, more than 900 trucks, and 2,500 trailers across terminals in Canada and the USA, supporting your clients 24/7
• Car allowance and other perks

Responsibilities

• Build and maintain a robust, consistent pipeline of prospective warehouse customers, generating qualified leads and converting them into revenue.
• Proactively develop new business through outbound sales engagement (in person, phone, email, online), networking, and referrals.
• Develop and execute strategic warehouse sales plans that support sustained double-digit growth.
• Grow warehouse business through new customer acquisition, existing account expansion, retention, and scalability.
• Achieve warehouse sales targets while ensuring category development and overall customer profitability.
• Sell end-to-end warehousing and fulfillment solutions, including storage, pick-and-pack, drayage, accessorial, cross-docking, and other product management services.
• Concentrate on bringing warehousing opportunities within the GTA.
• Conduct customer needs assessments to recommend appropriate warehouse space, storage configurations, and value-added services.
• Develop warehouse pricing strategies, proposals, and long-term customer agreements for warehouse and 3PL services.
• Lead client conversations, deliver tailored solution proposals, and negotiate contracts through to close.
• Partner with the Director of Warehouse Operations to confirm capacity, space availability, and service capabilities before finalizing customer commitments.
• Diagnose customer challenges and design solutions that address their specific needs and opportunities.
• Identify and engage key decision-makers within target accounts to accelerate the sales cycle.
• Support RFP processes, manage quoting and bids, and contribute to SOP development for new and existing clients.
• Oversee smooth onboarding of new warehouse accounts, including inbound/outbound requirements and service-level expectations.
• Monitor account performance, inventory throughput, and storage utilization to identify upselling and account-growth opportunities.
• Manage daily priorities to consistently exceed productivity and accuracy expectations.
• Maintain accurate pipeline tracking, activity reporting, and timely CRM updates.
• Coordinate and communicate daily with internal and external stakeholders including customers, warehouse management, customer care, and sales support teams.
• Provide logistics support as needed to ensure seamless customer service.
• Monitor market trends, competitor offerings, and customer needs to identify new warehousing opportunities.
• Deliver regular reports to senior leadership on key performance metrics and progress toward growth goals.
• Ensure compliance with company policies, procedures, and reporting requirements.

Requirements

• 3–5 years of sales experience in a warehousing environment with exposure to supply chain and logistics.
• Active book of business or established GTA-area customer relationships is a strong asset.
• Demonstrated ability to manage the full sales cycle from prospecting to closing.
• Complete understanding of the 3PL warehouse industry, including pricing, business development, and fulfillment processes.
• Track record of meeting or exceeding sales targets in a B2B environment.
• Experience with cold outreach, lead generation, and pipeline management.
• Strong strategic thinking and analytical skills, with the ability to identify and prioritize growth opportunities.
• Results-oriented mindset, with a demonstrated ability to meet and exceed revenue targets.
• Excellent written and verbal communication skills, with strong presentation and negotiation abilities.
• Ability to multitask in a fast-paced, deadline-driven environment and work well under pressure.
• Ability to work with minimal supervision and track multiple processes.
• Strong proficiency in Microsoft Office (Excel, Word, Outlook, OneDrive) and CRM software.
• Valid driver’s license and willingness to travel for client meetings as required.
• Adaptable to change, with strong interpersonal sales skills.
• Detail-oriented and a keen learner, with drive and ambition.
• Post-secondary degree or diploma is a requirement.