Director of Sales and Account Management

This is a high-impact leadership role responsible for driving revenue growth, expanding market presence, and strengthening long-term shipper partnerships.

If you’re a strategic thinker, a builder of high-performing teams, and passionate about delivering results in a fast-paced logistics environment, we want to hear from you.

What You’ll Do

Drive Revenue Growth

• Own and deliver aggressive growth targets across existing accounts and new business (15–20% YoY growth)
• Expand national and regional shipper relationships while penetrating new verticals and markets
• Lead pipeline development strategies generating 50 qualified shipper opportunities per quarter

Lead New Business Development

• Build and execute a scalable outbound sales strategy to acquire high-value shippers
• Partner with Marketing and Operations to refine value propositions and go-to-market messaging
• Oversee the full sales cycle—from prospecting through closing—with disciplined funnel management

Elevate Account Management

• Strengthen key accounts through proactive relationship management, upselling, and retention strategies
• Deliver tailored solutions leveraging Fairchild Freight’s industry-leading 98.2% on-time performance
• Drive renewals and referrals to maximize lifetime customer value

Build & Develop a High-Performing Team

• Lead, coach, and develop Account Managers and Sales Representatives to exceed quotas
• Foster a culture of accountability, performance, and continuous growth
• Implement training programs, sales playbooks, and performance frameworks

Shape Sales Strategy

• Analyze market trends (DAT, FreightWaves, etc.) to inform pricing and competitive positioning
• Collaborate cross-functionally with Pricing, Operations, and Executive Leadership
• Contribute to forecasting, budgeting, and long-term revenue planning

Drive Operational Excellence

• Establish KPIs across pipeline health, conversion rates, retention, and revenue growth
• Leverage CRM and analytics tools for visibility and decision-making
• Continuously refine sales processes to improve efficiency and scalability

• Bachelor's Degree (preferred) in business, supply chain, project management, or related field
• Requires a minimum of 5 years in a sales or account management capacity with at least 3 years in a leadership role
• Verifiable experience with logistics processes, systems, and solutions
• Experience with B2B freight bid process and negotiations with large enterprise clients
• In-depth knowledge of Microsoft Office applications
• Strong oral, written, and analytical skills
• Excellent presentation and customer relations skills
• Strong problem-solving abilities, coupled with polished negotiation skills
• Goal oriented, self-disciplined, and self-motivated to win
• Travel as required

Why Fairchild Freight?

We are a performance-driven logistics partner committed to delivering exceptional service, building strong relationships, and empowering our people to succeed.

What we offer:

• Competitive base salary performance-based incentives
• Comprehensive health benefits (medical, dental, vision)
• 401(k) with company match
• Paid time off company holidays
• Leadership opportunity with high visibility and impact
• A collaborative, growth-focused culture where your voice matters
• The ability to shape strategy and directly influence company success

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