Vice President of Sales

Vice President of Sales – Intermodal Logistics

Department: Sales & Business Development

Reports To: President / Chief Executive Officer

Location: This role can be based in NYC, Newark, NJ, Pennsylvania or Greater Boston.

Employment Type: Full-Time, Executive Leadership

Position Summary

The Vice President of Sales is responsible for developing and executing the company’s sales strategy to drive revenue growth, expand market share, improve profitability, and strengthen customer relationships across the intermodal logistics and transportation sector.

This executive will lead the sales organization in identifying new business opportunities, acquiring strategic accounts, expanding existing customer relationships, and developing solutions that integrate rail, drayage, truckload, transload, warehousing, and other supply chain services.

The ideal candidate is a results-driven commercial leader with extensive experience in intermodal transportation, third-party logistics (3PL), freight brokerage, or transportation management. This individual will combine strategic vision with hands-on sales leadership, a strong industry network, and a proven ability to build high-performing sales teams while delivering profitable growth.

Additional Benefits:

• Strong commission plan with no cap in place
• Car allowance
• Cell phone stipend

Key Responsibilities

Sales Strategy & Revenue Growth

• Develop and implement the company’s sales strategy, annual revenue plan, and long-term commercial growth objectives.
• Establish sales targets, performance metrics, and accountability standards for the sales organization.
• Identify new markets, customer segments, trade lanes, and service opportunities to expand the company’s market presence.
• Drive new customer acquisition while increasing revenue and share of wallet within existing accounts.
• Develop strategic sales initiatives that improve revenue quality, gross profit, and overall customer profitability.

Business Development & Strategic Accounts

• Personally lead high-value sales opportunities, complex contract negotiations, and strategic customer relationships.
• Build relationships with shippers, beneficial cargo owners (BCOs), manufacturers, retailers, distributors, freight forwarders, and other logistics partners.
• Identify and pursue opportunities for intermodal conversion from over-the-road transportation to rail-integrated solutions.
• Develop customized transportation solutions incorporating rail, drayage, transload, truckload, and complementary logistics services.
• Lead RFP and bid activity, pricing strategy, contract development, and customer implementation in partnership with operations and finance.
• Establish strategic partnerships with railroads, motor carriers, equipment providers, and other transportation service partners.

Sales Leadership & Team Development

• Recruit, develop, mentor, and retain a high-performing sales organization.
• Establish sales territories, account assignments, compensation plans, commission structures, and incentive programs.
• Implement disciplined sales processes, pipeline management, forecasting, and CRM utilization.
• Conduct regular sales reviews, coaching sessions, and performance evaluations.
• Build a culture of accountability, collaboration, customer focus, and continuous improvement.

Pricing, Profitability & Commercial Execution

• Partner with operations and finance to develop competitive pricing strategies that support target margins.
• Evaluate customer profitability, transportation costs, capacity requirements, and service commitments.
• Balance volume growth with contribution margin, operational capacity, and service performance.
• Develop strategies to improve pricing discipline, reduce unprofitable freight, and increase customer lifetime value.
• Monitor market conditions, rail service trends, fuel costs, capacity availability, and competitive activity to inform commercial decisions.

Cross-Functional Leadership

• Collaborate with operations, customer service, finance, procurement, and executive leadership to ensure alignment between sales commitments and operational capabilities.
• Support customer onboarding, implementation, service reviews, and account retention initiatives.
• Resolve escalated commercial issues and develop recovery plans for at-risk accounts.
• Provide executive leadership with accurate forecasts, market intelligence, competitive insights, and growth recommendations.
• Ensure sales commitments align with service standards, contractual obligations, and company profitability objectives.

Qualifications & Experience

• 10+ years of progressive sales or business development experience in intermodal transportation, logistics, freight brokerage, or related transportation services.
• 5+ years of sales leadership or commercial management experience, preferably leading a multi-person sales organization.
• Demonstrated success generating new business, winning strategic accounts, and achieving revenue and gross profit targets.
• Strong understanding of intermodal transportation, including rail networks, drayage, container and chassis utilization, transload, and related transportation services.
• Established relationships with shippers, BCOs, manufacturers, retailers, or other significant freight customers.
• Experience negotiating transportation contracts, managing RFPs, developing pricing
• The ability to travel 50% (inclusive of regional day travel and sometimes overnight)