AJC Freight Solutions, Director of Sales - Direct Channels (Shippers)

Position Summary:

We are seeking a dynamic and experienced sales leader to lead the Direct Channels (Shippers). 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 sales teams and driving commercial performance, and strong 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 with P&L acountability.
• 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 Direct Channels (Shippers).
• 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

• At least 3 years of sales and commercial experience within logistics, transportation, freight forwarding, 3PL, or the broader supply chain industry, with at least 5 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.