Director of Sales

Auto Warehousing Company•Dearborn, MI

1d•Hybrid

About The Position

Auto Warehousing Company (AWC) is seeking a Director of Sales to lead all commercial activities over numerous automotive customer accounts, driving profitable growth, and aligning its North American sales strategy with operational execution. The ideal candidate is strategic-minded, ambitious, organized, collaborative, and skilled at building strong inter-personal relationships looking to drive the future in automotive vehicle logistics. AWC is family-owned and operated. Our vision: We are committed to being North America's leader in finished vehicle logistics. Our mission: Our responsibility is to service customer vehicles safely, efficiently, with quality and pride. Our values: We treat others as they want to be treated. This role plays a critical part in bringing our vision, mission, and values to life by building trusted customer partnerships, driving disciplined and profitable growth, and ensuring our commercial commitments are aligned with operational excellence-delivering on our promise to customers in every interaction.

Requirements

Bachelor's degree in supply chain management, logistics, business, economics, or related field
5+ years of experience in finished vehicle logistics
3+ years of experience working directly with OEM logistics, rail operations, or rail/truck transportation sales
Strong knowledge of finished vehicle transportation networks, including multi-modal operations (rail, truck, yard, and RORO)
Demonstrated ability to develop and negotiate pricing, contracts, and commercial agreements
Strong financial acumen, including budgeting, forecasting, and business case development
Proven analytical and problem-solving skills, with the ability to translate data into actionable insights
Ability to identify and develop new service offerings and growth opportunities across transportation modes
Effective conflict resolution and relationship management skills, both internally and externally
Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)
Strong written and verbal communication skills in English
Willingness and ability to travel approximately 25–50% as needed

Nice To Haves

Master of Business Administration
Proficiency in big data analytical tools such as Power BI or Tableau
Alteryx certification
Green or black belt certified in Six Sigma
Broad and intimate supply base relationships
Deep expertise in the North American Class I rail network and port-of-entry operations
Comprehensive understanding of finished vehicle logistics, including haulaway, multi-level railcar equipment, load optimization, and operational nuances
Knowledge of inter-regional homologation requirements and port processing needed to meet export regulatory standards
Established, credible relationships with automotive transportation providers and industry partners
Strong digital acumen, with the ability to leverage data analytics tools to drive insights and decision-making
Experience with EDI, freight payment systems, and supporting commercial and operational processes
Working knowledge of Automotive Industry Action Group (AIAG) damage reporting standards and industry claims processes
Understanding of yard operations, including vehicle flow, security protocols, and automation technologies
Experience working within unionized or multi-labor environments
Familiarity with vehicle track-and-trace systems and visibility platforms

Responsibilities

Leads the retention and expansion of existing customer agreements, driving long-term, profitable growth.
Identifies, pursues, and secures new customers, services, and market opportunities.
Develops and negotiates pricing strategies, contract terms, and bid responses to ensure competitiveness and profitability.
Establishes and optimizes sales operations processes to improve efficiency, consistency, and scalability.
Monitors the competitive landscape, identifying trends and translating insights into actionable growth strategies.
Oversees OEM commercial relationships and negotiations, including pricing, contract terms, and performance expectations, to support sustained profitability.
Serves as the primary commercial point of contact for customers, ensuring clear communication and alignment across internal stakeholders.
Directs account performance across key areas such as financial results, accounts receivable, claims, vehicle quality, and IT systems to ensure high customer satisfaction.
Drives continuous improvement by identifying, documenting, and implementing process enhancements across the organization.
Represents the company in customer meetings, business reviews, and site visits, including travel to OEM offices, ports, and plant locations.
Champions the company's marketing strategy across its website and social media accounts.
May supervise one or more Account Managers or similar roles to strengthen commercial capability and performance.
Performs other duties as assigned.