AJC Freight Solutions, Director of Sales

AJC Group; Atlanta (GA); On-site; USD 180,000 - 320,000; Full time

Job summary

AJC Logistics seeks an experienced sales leader to drive a high-growth 3PL FTL-focused business, overseeing profitability, key accounts, and enterprise sales. You will shape the commercial strategy, manage a national account portfolio, and collaborate with operations, finance, and other teams to ensure competitive, executable plans.

Ideal candidates bring 5–10 years in logistics sales, 3 years in leadership, and a track record of ~100M revenue responsibility.

Qualifications

• 5–10 years of sales and commercial experience in logistics or 3PL.
• ≥3 years in a leadership role.
• Experience leading a business generating ~$100M in annual revenue.
• Strong travel (30–40%) to manage enterprise customers.
• Proven ability to develop strategic customer relationships and negotiate contracts.

Responsibilities

• Own revenue, gross profit, and margin performance for AJC Freight Solutions.
• Develop and manage sales budgets, forecasts, and headcount.
• Lead major commercial opportunities, RFPs, and contract negotiations.
• Develop and expand strategic customer relationships across the organization.

Skills

Sales leadership

Strategic partnerships

Contract negotiations

RFP management

Financial acumen

Education

Bachelor's degree in Business or related field

Tools

CRM (Salesforce)

Job description

We are seeking a dynamic and experienced sales leader to lead AJC Freight Solutions, a third-party logistics (3PL) business specializing in Full Truckload (FTL). This role is pivotal in driving profitable growth, expanding strategic customer relationships, and developing a high-performing sales organization. The ideal candidate will have a strong background in logistics and supply chain, proven experience leading a ~$100M revenue business, and exceptional people leadership skills.

About AJC Logistics

AJC Logistics LLC is a diversified logistics service provider specialized Jones Act Trade in Ocean & Air Freight Management Services, Third Party Logistics, Freight Forwarding Services including LTL/LCL, Warehousing, as well as Truck Brokerage, and Customs House Brokerage for importers and exporters in the United States including Puerto Rico and the Caribbean. AJC takes a customer centric approach, recognizing that each client's requirements are unique. To learn more about AJC Logistics, visit our website at http://www.ajclogistics.com.

Scope Of Responsibility

Commercial & Financial Performance

• Own revenue, gross profit, margin performance, and achievement of annual commercial goals for AJC Freight Solutions.
• 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.
• Identify new markets, customer segments, and strategic growth opportunities.
• Develop and expand strategic customer relationships across the organization.
• 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 sales and commercial experience within logistics, transportation, freight forwarding, 3PL, or the broader supply chain industry, with at least 3 years in a leadership role.
• Proven experience leading a business or commercial organization generating approximately $100M in annual revenue, with accountability for profitability and sales performance.
• Proven ability to lead and develop high-performing sales teams and Sales Managers.
• Strong understanding of transportation and supply chain solutions, with trucking/FTL and refrigerated freight experience preferred.
• Strong financial and analytical acumen, with the ability to analyze performance, identify trends, and develop actionable commercial strategies.
• Experience with contract negotiations, RFPs, and strategic customer relationships.
• Exceptional leadership, communication, and interpersonal skills.
• Ability to travel 30 to 40% per year.
• Bachelor’s Degree in Business, Logistics, Supply Chain Management, or a related field.