About this role
Position Summary:
We are seeking an experienced sales leader to drive the commercial strategy and profitable growth of AJC Freight Solutions, a third-party logistics (3PL) business specializing in Full Truckload (FTL). This producing leadership role is responsible for leading and developing the sales organization while personally building and growing a profitable book of business. The Director will be accountable for revenue, gross profit, margin performance, and controllable commercial expenses. The ideal candidate will have strong 3PL and FTL sales experience, a proven track record of business development, and demonstrated success leading high-performing sales teams.
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 FTL business.
• 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.
• Personally develop and grow a profitable book of business with individual revenue and gross profit expectations.
• Identify and pursue new business opportunities and strategic customer relationships.
• 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 3PL/logistics sales experience with strong Full Truckload (FTL) experience with at least 3 years in a senior leadership role.
• Proven track record of personally developing, winning, and growing a profitable book of business.
• Proven track record of P&L ownership for a ~$100M revenue business and achieving sales targets
• Demonstrated success leading and developing high-performing sales teams and Sales Managers across multiple locations.
• Exceptional leadership, communication, and interpersonal skills.
• Strong knowledge of the FTL market, including pricing, carrier dynamics, RFPs, and customer negotiations.
• Ability to analyze data, identify trends, and develop actionable strategies.
• Contract negotiation experience.
• Ability to travel, 30 to 40 % per year, to visit markets, customers, and operational locations.
• Bachelor’s Degree in Business, Logistics, Supply Chain Management, or a related field.
• Proficient in logistics software and Microsoft Office Suite.