Business Line Sales Director (Player-Coach) - Contract Logistics

SUMMARY

The Business Line Sales Director (Player‑Coach Role) is responsible for leading a team of Sales Executives within a defined business line while also personally generating revenue. This role combines strategic sales leadership with direct selling responsibilities, ensuring both individual and team performance. The leader will drive new business growth, oversee sales activity disciplines, guide solution development, and collaborate cross‑functionally to deliver high‑quality, executable logistics solutions. This position requires a seasoned commercial professional who thrives in a hands‑on leadership model within a fast-paced, operationally driven logistics environment.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead, mentor, and develop a team of Sales Executives responsible for selling services within the assigned business line.
• Hold accountability for team sales performance, including revenue attainment, activity expectations, pipeline development, and forecast accuracy.
• Conduct regular 1:1s, pipeline reviews, and performance coaching sessions to drive execution and improve sales effectiveness.
• Collaborate closely with Operations, Pricing, and Solutions Engineering to ensure solutions are aligned with operational capabilities and customer requirements.
• Provide support during customer meetings, discovery sessions, solution presentations, and facility tours to help advance and close strategic opportunities.
• Reinforce a high-performance culture centered on accountability, collaboration, and continuous improvement.
• Own a personal revenue quota, actively managing a pipeline of new business opportunities.
• Proactively identify, pursue, and close opportunities within the assigned business line, contributing directly to overall revenue growth.
• Manage the full sales cycle, including prospecting, discovery, RFP/RFQ responses, pricing presentations, and negotiations.
• Build and maintain strong relationships with prospects and customers across relevant industry verticals.
• Maintain thorough CRM documentation covering activity, opportunity progression, and forecasting to ensure reporting accuracy and business visibility.
• Serve as a senior representative in market-facing activities, industry events, and client engagements.

QUALIFICATONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education & Experience:

Minimum 7 years of progressive sales experience in logistics, supply chain, transportation, contract logistics, or final mile (relevant to dedicated line of business), to include a minimum 3 years of sales leadership, player‑coach responsibility, or team development experience. Demonstrated success in winning complex logistics solutions and leading cross‑functional RFP processes. Proven ability to manage both individual selling responsibilities and team performance simultaneously.

Travel:

Travels to support marketplace activity and company requirements – may be frequent and could include overnights.

Knowledge, Skills, and abilities:

• Demonstrated ability to lead sales teams & initiatives, drive revenue, and manage strategic client relationships.
• Ability to read, analyze, and interpret client relocation policies, contracts, and procedural documents.
• Strong verbal and written communication skills for engaging with prospects, senior leadership, and public audiences.
• Proficiency in delivering presentations and leading negotiations with internal and external stakeholders.
• Customer service orientation with interpersonal skills to build and maintain client trust and satisfaction.
• Ability to prioritize tasks, adapt to changing needs, and manage multiple responsibilities in a fast-paced environment.
• Proficiency in Microsoft Office Suite, CRM platforms such as Hubspot, and sales enablement tools.
• Analytical and problem-solving skills to resolve issues using sound judgment and standardized procedures.
• Numerical proficiency to calculate and interpret figures including commissions, discounts, and percentages.

PHYSICAL/ENVIRONMENTAL DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Activity Level:

While performing the duties of this Job, the employee is regularly required to stand, walk, sit, use hands to finger, handle, or feel, see clearly and talk or hear. The employee must occasionally lift and/or move up to 10 pounds unassisted.

Working Conditions:

Noise level in the work environment is usually moderate. Work is performed climate-controlled environment in an office setting with adequate ventilation.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity,
national origin, disability, or status as a protected veteran.