Director of Sales – Logistics & Transportation - USA
Transport Systems
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Résumé du poste
Transport Systems Ltd. is seeking an experienced Director of Sales to lead business development across the U.S. logistics and transportation market, focusing on winning freight contracts and building strong shipper relationships.
The ideal candidate will strategically negotiate major contracts, develop sales strategies, and actively close deals while growing a high-performing sales operation. Travel across the U.S. will be required.
Qualifications
- Bachelor’s degree or equivalent experience in business, logistics or related field.
- 7–10+ years in sales or business development in U.S. trucking, freight transportation, or logistics.
- At least 3–5 years in a sales leadership or senior BD role.
- Proven track record securing transportation contracts and revenue growth.
- Established relationships within U.S. shipper, freight broker or 3PL markets.
- Strong understanding of FTL/LTL, dedicated transportation, and freight pricing.
- Experience with CRM, TMS, and sales reporting tools.
- Able to travel for client meetings and BD activities.
Responsabilités
- Develop and execute sales strategies to expand presence across Michigan and the U.S.
- Identify and secure new business with direct shippers, manufacturers, distributors, brokers, and 3PLs.
- Build a strong sales pipeline and achieve revenue and profitability targets.
- Negotiate transportation contracts, 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.
- Lead major client negotiations, presentations, and contract renewals.
- Monitor customer satisfaction, account performance and retention.
- Collaborate with dispatch, fleet operations, and finance for capacity alignment.
- Represent the company at industry events and customer meetings.
Connaissances
Formation
Outils
Description du poste
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 Michigan and the Midwest.
- Experience selling transportation services to automotive, manufacturing, retail, distribution, and industrial customers.
- Experience managing dedicated fleet contracts and high-volume freight accounts.
- Familiarity with DOT, FMCSA, and U.S. trucking industry regulations.
- Experience scaling sales operations within a growing transportation company.
Success in this position will be measured through:
- New customer acquisition and direct shipper contracts secured.
- Monthly, quarterly, and annual revenue growth.
- Gross profit and margin performance on new business.
- Sales pipeline value and conversion rates.
- Customer retention and contract renewal rates.
- Growth in recurring freight volume and dedicated lanes.
- Sales team performance against established targets.
We want a leader who brings more than a contact list.
Someone who understands how freight moves, what shippers actually care about, and how to build a profitable transportation business.
You should be confident opening doors, negotiating with senior decision-makers, and closing deals while building a sales operation that can scale.
Most importantly, you should know how to turn relationships into revenue and revenue into sustainable growth.
- Competitive base salary, based on experience.
- Performance-based commission and bonus opportunities.
- Career growth and leadership opportunities.
- Benefits package based on company policy.
- Opportunity to lead and expand sales operations across the United States.
Michigan, USA
Job Type: Full-time position with travel as required for client meetings, industry events, and business development activities.
Department: Sales & Business Development
Level: Senior Leadership
Industry: Transportation, Trucking & Logistics
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