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

Position Summary:

We are seeking a dynamic and experienced sales leader to lead AJC Freight Solutions, a third-party logistics (3PL) business specializing in Full Truckload (FTL). 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 a ~$100M revenue business, and exceptional 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.

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.

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

5 to 10 years of sales and commercial experience within logistics, transportation, freight forwarding, 3PL, or the broader supply chain industry, with at least 3 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.