Director of Sales

NFI Industries•Irving, TX

About The Position

Reporting to the Vice President of Sales, the Director of Sales – eCommerce is a high-impact, revenue-generating leader responsible for driving top-line growth across mid-market and enterprise D2C ecommerce fulfillment, parcel management, and omni-channel logistics. This role requires a proactive "hunter" mindset to identify, negotiate, and close complex 3PL solutions. You will champion NFI’s value proposition across multi-node fulfillment, inventory optimization, and parcel execution—collaborating closely with Solutions Engineering, Operations, and Pricing to build high-margin partnerships.

Requirements

5–8+ years of proven business development/sales success within the 3PL industry
Solid knowledge of the fulfillment industry and marketplace, D2C ecommerce fulfillment, warehousing, and parcel management solutions
Self Starter with a “can do” attitude, high energy, nimble and adaptable to change
Demonstrated history of quota attainment, closing complex multi-million-dollar logistics deals at the C-suite and VP level
In-depth knowledge of carrier pricing structures, zone-skipping, parcel execution software, and carrier contracts across national (FedEx, UPS, USPS, DHL) and regional carriers.
Strong analytical capabilities to evaluate customer shipping data, understand unit economics, and structure high-margin commercial agreements.
Working knowledge of modern ecommerce technology stacks, including WMS platforms, ERPs, and integration points with platforms like.
Advanced proficiency in Salesforce (or equivalent enterprise CRM) and MS Office Suite (Excel, PowerPoint).
Exceptional written, verbal, and executive-facing presentation skills; skilled negotiator.

Nice To Haves

Willingness and availability to travel 30–50% for customer meetings, facility site visits, and 2–3 annual industry conferences (e.g., RILA, Manifest, IRCE).

Responsibilities

Maintain a disciplined, proactive outreach cadence to target, engage, and close D2C brands experiencing rapid growth looking to partner with NFI as their end-to-end supply chain partner. Maintain an active sales pipeline exceeding $20M+ in annualized contract value.
Execute consultative sales strategies targeting high-growth verticals (e.g., apparel, beauty, CPG, electronics, health & wellness).
Leverage social selling, industry networking, cold outreach, and trade shows to capture net-new market share.
Partner with Solutions Engineering, IT/WMS Integration, and Operations teams to architect tailored ecommerce fulfillment programs (each-pick, kitting, returns management) and parcel routing models.
Develop compelling, value-based RFPs, RFIs, and commercial proposals that clearly articulate NFI’s cost-efficiency, network reach, and service level advantages.
Lead commercial rate schedule development, margin analysis, and contract negotiations (MSAs, SLAs) in partnership with legal and executive leadership.
Position NFI’s parcel optimization strategies by leveraging deep commercial knowledge of national FedEx, UPS, USPS, DHL, & Regional Carrier networks.
Conduct quarterly business reviews (QBRs) alongside Operations to review SLA compliance, track profitability, and identify account expansion opportunities.
Cross-sell NFI’s end-to-end supply chain portfolio, including Dedicated Transportation, Brokerage, Port Services, and Transportation Management.
Maintain strict CRM discipline via Salesforce—tracking opportunity stages, forecasting close dates, and recording prospect interactions in real time.