Director of Sales and Account Management

FAIRCHILD FREIGHT LLC • Phoenix, AZ

1d

About The Position

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.

Requirements

• 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

Responsibilities

• 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

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director