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

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
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. 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. 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. Ability to travel 30 to 40% per year. Bachelor’s Degree in Business, Logistics, Supply Chain Management, or a related field.