Director, Enterprise Accounts

ConGlobal; Westmont (IL); Hybrid; USD 180,000 - 260,000; Full time

Job summary

ConGlobal is seeking a Director of Sales/Enterprise Accounts to lead commercial growth for our nationwide depot operations in the logistics and intermodal space. This is a hands-on leadership role focused on building relationships with steamship lines, equipment providers, and leasing companies.

You will oversee pricing, rate reviews, and contract negotiations, working closely with operations to maximize depot utilization, revenue, and profitability.

Qualifications

• 7+ years of sales, business development, or commercial management in transportation, logistics, intermodal, equipment, depot, or related industries.
• Strong understanding of steamship lines, IEPs, equipment leasing, container, chassis, and depot ecosystem.
• Proven success managing strategic/national accounts.
• Proven ability to develop new business and grow existing customer relationships.
• Experience with rate negotiations, pricing, contracts, and customer rate reviews.
• Strong understanding of logistics operations and translating capabilities into commercial opportunities.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Willingness to travel nationwide as needed for customer meetings and events.

Responsibilities

• Develop and execute a nationwide sales strategy for depot services and related logistics operations.
• Build and maintain relationships with steamship lines, IEPs, equipment leasing companies, transportation providers, and other strategic customers.
• Identify and pursue new business opportunities that expand depot volumes, revenue, and market presence.
• Develop relationships with prospective customers and convert opportunities into long-term commercial partnerships.
• Conduct outside sales activities, including customer visits, industry meetings, and networking.
• Monitor market conditions and trends to identify opportunities for growth.
• Develop proposals, presentations, and commercial solutions tailored to customer requirements.

Skills

Sales leadership

Key account management

Pricing negotiations

Business development

Strategic relationships

Cross-functional collaboration

Job description

ConGlobal is the go-to expert for multimodal, industrial terminal operations. ConGlobal has been firmly planted in the intermodal industry for more than half a century. From the time Malcom McLean brought the shipping container to the world, we’ve kept our finger on the pulse of the industry and the needs of our customers. The result is an ever-growing list of services that meet ever-evolving needs.

We are passionate about innovation and continue to lead the industry in developing and deploying products that enhance our operations, unlock new markets, and disrupt the status quo. We offer multi-modal expertise with operations across the U.S., Mexico, and Costa Rica and the largest depot terminal network in North America. We have industrial operations insights and specialized technology. We bring these assets together to unlock value, increase operational efficiency, and drive down costs.

Director of Enterprise Accounts – Depot Operations

Location: Nationwide / Travel Required - Ideal candidate is hybrid to one of our Depot locations.

Position Overview

We are seeking an experienced and highly motivated Director of Sales/Enterprise Accounts to lead commercial growth for our nationwide depot operations within the logistics and intermodal industry.

This role will be responsible for developing and managing relationships across steamship lines, equipment providers, IEPs, leasing companies, and other strategic logistics customers. The ideal candidate understands the depot, container, chassis, and intermodal equipment environment and has a proven ability to manage key accounts while identifying and developing new revenue opportunities.

This is a hands-on leadership role with significant responsibility for customer relationships, commercial strategy, pricing and rate reviews, account management, and business development. The position will work closely with operations and senior leadership to ensure customer expectations are met while maximizing depot utilization, revenue, and profitability. This role reports to the Vice President of Enterprise Accounts.

Key Responsibilities

Sales & Business Development

• Develop and execute a nationwide sales strategy for depot services and related logistics operations.
• Build and maintain relationships with steamship lines, IEPs, equipment leasing companies, transportation providers, and other strategic customers.
• Identify and pursue new business opportunities that expand depot volumes, revenue, and market presence.
• Develop relationships with prospective customers and convert opportunities into long-term commercial partnerships.
• Conduct outside sales activities, including customer visits, industry meetings, trade events, and networking.
• Monitor market conditions, competitor activity, customer needs, and industry trends to identify opportunities for growth.
• Develop proposals, presentations, and commercial solutions tailored to customer requirements.

Strategic Account Management

• Serve as a senior point of contact for key national and strategic accounts.
• Develop strong, long-term relationships with customers and understand their operational and commercial requirements.
• Conduct regular business reviews with key customers and identify opportunities to improve service, volume, and profitability.
• Proactively address customer concerns and coordinate internally to resolve service or operational issues.
• Maintain a strong understanding of customer equipment flows, depot requirements, service expectations, and business objectives.

Rates, Pricing & Commercial Management

• Lead and participate in customer rate reviews, contract negotiations, and pricing discussions.
• Evaluate market rates, customer requirements, operating costs, and competitive conditions when developing pricing strategies.
• Work closely with operations and leadership to ensure pricing supports both customer needs and company profitability.
• Monitor account profitability and identify opportunities for rate adjustments, expanded services, or improved commercial terms.
• Support contract development, renewals, and negotiations with strategic customers.

Cross-Functional Leadership

• Partner closely with depot operations to align sales commitments with operational capabilities.
• Communicate customer expectations and commercial requirements to operations and management.
• Help identify operational improvements that can strengthen customer retention and create additional sales opportunities.
• Collaborate with finance, operations, and senior leadership on revenue forecasting, account performance, and strategic planning.
• Provide regular reporting on pipeline, sales activity, customer performance, pricing, and growth opportunities.

Qualifications & Experience

• 7+ years of sales, business development, or commercial management experience in transportation, logistics, intermodal, equipment, depot, or related industries.
• Strong understanding of the steamship line, IEP, equipment leasing, container, chassis, and depot ecosystem.
• Demonstrated success managing strategic/national accounts.
• Proven ability to develop new business and grow existing customer relationships.
• Experience with rate negotiations, pricing, contracts, and customer rate reviews.
• Strong understanding of logistics operations and the ability to translate operational capabilities into commercial opportunities.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Ability to work independently while collaborating effectively with operations and senior leadership.
• Willingness to travel nationwide as needed for customer meetings, industry events, and business development.

ConGlobal is an equal opportunity employer committed to creating a diverse and inclusive workplace. We value and celebrate the unique perspectives and contributions of individuals, and we prohibit discrimination and harassment based on any protected characteristic as defined by applicable federal, state, and local laws.

At ConGlobal, base pay for any candidate who successfully completes the selection process is determined by several factors, including but not limited to: location, business needs, job-related skills, experience, qualifications, and internal equity. We are committed to fair and competitive compensation practices and tailor our total rewards package to each individual’s background and the specific requirements of the role. This package may include a combination of base pay, incentive or bonus opportunities, and a full range of benefits such as medical, financial, and other wellness offerings- depending on the position and employment status.