Overview:
The Director of Sales is a growth-oriented hunter responsible for building a sizeable new business pipeline while retaining and expanding an existing customer base. This role rewards tenacity, analytical thinking, and the ability to move fast in a competitive market.
Responsibilities:
WHAT SUCCESS LOOKS LIKE ACROSS ALL LEVELS AT NFI
Regardless of level, every successful NFI sales professional demonstrates the following:
- Hunter mentality — proactively pursues new logos rather than waiting for inbound opportunities
- C-suite credibility — comfortable presenting and negotiating at the executive level
- Supply chain fluency — deep understanding of 3PL solutions, warehousing, distribution, and transportation
- Solution architecting — ability to analyze a prospect's business challenge and design a compelling response
- Relentless follow-through — disciplined pipeline management, CRM hygiene, and closing tenacity
- Collaborative spirit — partners with operations, engineering, and peers to deliver differentiated proposals
- Professional presence — confident, organized, and well-prepared in every customer interaction
- Respectful Challenger — building rapport internally and externally to help reframe how others see challenges
- Emotional Intelligence — ability to self-regulate to help guide thinking, behaviors and relationships
Qualifications:
Key Success Indicators:
- Maintains an active pipeline consistently exceeding $20M
- Executes $5M+ in annualized new business within the first 12–24 months
- Develops competitive, customized proposals that win new logos
- Manages account profitability with a businessperson's lens — knows which deals are worth pursuing
- Builds regular cadence with existing customers, including for expansion of business reviews
- Completes all CRM/Salesforce activity accurately and on time
- Engages in community and vertical market events to expand pipeline
Experience & Education:
- 3–5 years of logistics industry sales experience
- Demonstrated success prospecting and closing net new accounts
- Bachelor's degree preferred
Competency & Requirement Matrix:
- 5+ years logistics sales experience
- Bachelor's degree — Preferred
- Active pipeline $20M+
- New business development (hunting)
- $5M+ annualized new business (year 1–2)
- C-suite / executive selling
- Complex solution proposal writing
- Skillful contract negotiation
- CRM proficiency (Salesforce)
- Rate schedule development
- Challenger Sales approach
- Vertical market strategy
- Customer profitability management
- Willingness to travel 30–50%+
Employees are also eligible for a robust benefit program, which includes Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Paid Time Off, and Paid Parental Leave, among other benefit plan options.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
LA County Applicants: The Company will consider qualified applicants, including those with criminal histories, in a manner consistent with applicable state and local laws.