Director of Sales

The Director of Sales owns and grows a portfolio of major national accounts across both over-the-road (OTR) and less-than-truckload (LTL) freight, leads and develops an inside sales team, and drives new business development in alignment with company growth targets. This role serves as the primary strategic relationship owner for Fortune 500 shippers while building organizational sales capacity. Key Responsibilities Team Leadership & Development Manage, coach, and develop an inside sales team, setting individual and team performance expectations. Build prospecting cadences, call/email standards, and messaging frameworks for the team to execute against, tied to company‑wide volume and new‑logo targets. Onboard and train new sales hires on Magellan's value proposition and outreach methodology. Monitor team pipeline activity and conversion metrics, identifying coaching opportunities and adjusting approach based on performance data. Foster a high‑accountability, high‑activity sales culture while ensuring outreach targets stay disciplined. Account Management & Growth Create and manage a book of business spanning OTR accounts and LTL accounts. Serve as primary point of contact for executive‑level client relationships, including managing relationship recovery and reinstatement when service or capacity issues arise. Identify and execute volume growth opportunities within existing accounts. New Business Development Drive outbound prospecting strategy targeting industrial shippers across sectors including food & beverage, healthcare, defense, energy, and chemicals. Develop and refine messaging frameworks tied to Magellan's competitive differentiators (veteran‑owned status, financial stability, carrier verification/compliance capabilities, regulatory expertise). Collaborate with leadership on company‑wide sales targets and go‑to‑market strategy. Strategic Planning & Reporting Co‑develop and present strategic sales plans to ownership/executive leadership, including team‑level prospecting targets and resourcing needs. Build and maintain account and team performance tracking dashboards (pipeline, AR, margin, load volume, activity metrics). Analyze market conditions (capacity, rate environment, regulatory shifts) to inform pricing and account strategy decisions, including margin recovery planning during rate‑compression periods. Cross‑Functional Collaboration Work closely with operations and insurance/risk teams to support account servicing and contract review. Partner with executive leadership (ownership) on sensitive account situations requiring elevated engagement. Qualifications 8+ years of experience in freight brokerage/3PL sales. Demonstrated success managing Fortune 500‑level enterprise relationships. Preferred experience building, leading, or scaling an inside sales team, including coaching and performance management. Deep knowledge of OTR and LTL freight markets, including regulatory and compliance landscape (e.g., carrier verification requirements). Proven history in both account retention/recovery and acquisition. Strong analytical skills, with the ability to build and interpret pipeline, margin, and performance dashboards. Bachelor’s degree in business, Logistics, Supply Chain, or a related field preferred, or equivalent industry experience. Excellent executive‑level communication, negotiation, and presentation skills. #J-18808-Ljbffr