Description

The Director, Sales - Dry Bulk is responsible for developing and executing the commercial strategy for revenue growth within the dry bulk and plastics market. This individual leads strategic sales initiatives, manages key customer relationships, and collaborates cross-functionally to ensure commercial alignment with the highly regulated and operationally complex nature of chemical transportation. This role will drive growth through both customer expansion and new market penetration, overseeing commercial performance for a defined portfolio of accounts while contributing to broader sales leadership goals.

Summary of Essential Job Functions

Commercial Strategy

Develop and implement targeted sales strategies tailored to the dry bulk and plastics transportation market, aligning with corporate growth objectives.
Identify emerging trends and customer needs to adjust offerings, pricing strategies, and service models accordingly.
Drive revenue growth by managing the full sales lifecycle-from prospecting and contract negotiation to onboarding and retention.
Lead cross-functional collaboration with operations, safety, compliance, and customer service to ensure customer solutions meet technical, regulatory, and performance requirements.

Sales Leadership & Account Management

Manage and grow a portfolio of national and regional dry bulk and plastics shippers, ensuring long-term partnerships and account profitability.
Oversee pipeline development and forecasting for assigned markets and customers, providing accurate and timely updates to senior leadership.
Serve as a mentor and resource to business development reps or regional sales staff focused on dry bulk and plastics freight.
Build and maintain detailed account plans that identify growth opportunities, risk mitigation strategies, and cross-sell potential.

Customer Relationship Management

Develop executive-level relationships with customer stakeholders across supply chain, procurement, EH&S, and logistics functions.
Serve as a commercial escalation point to resolve service concerns and support long-term retention.
Partner with customer service and operations to ensure high service performance and customer satisfaction.
Conduct regular business reviews with key accounts and lead contract renewals and pricing adjustments.

Financial Performance & Market Intelligence

Monitor revenue performance and margin contribution across assigned accounts.
Track and analyze key commercial KPIs such as load volume, revenue per mile, account profitability, and customer growth.
Prepare sales forecasts, market analyses, and customer presentations for internal and external use.
Contribute to the annual business planning cycle and multi-year strategic roadmap.

Strategic Partnerships & Industry Engagement

Identify and engage with strategic partners (brokers, plastics distributors, terminals) to enhance the company's market presence.
Attend key industry events and conferences to represent the company and maintain visibility within the dry bulk and plastics logistics sector.
Maintain deep knowledge of industry trends, regulatory shifts (e.g., DOT, PHMSA), and customer sustainability requirements.

Requirements

Required Skills and Qualifications

Minimum 7-10 years of progressive sales or business development experience in Dry Bulk or Plastics Transportation Logistics.
Demonstrated success managing enterprise-level or strategic accounts within the Dry Bulk or Plastics Transportation Transportation industry.
Strong understanding of bulk truck operations, hazmat compliance, and transloading or terminal coordination.
Proven ability to negotiate complex contracts and pricing models in a margin-sensitive environment.
Excellent communication, negotiation, and relationship management skills.
High level of emotional intelligence and ability to influence both internally and externally.
Strong analytical skills with experience using data to inform commercial decisions.
Proficient in CRM tools (e.g., Salesforce), Excel, and other reporting systems.

Preferred Skills and Qualifications

Bachelor's degree in Business, Marketing, Finance, Engineering or related field or relevant equivalent experience required.
Experience working with top-tier plastics producers, distributors, or freight forwarders.
Understanding of transloading (rail-to-truck transfer) or dry bulk/plastics logistics is a plus.
Prior experience in a PE-backed or fast-paced growth environment.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

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Director, Sales - Dry Bulk