Director, Solutions Sales - LTL

About ITS Logistics

Are you ready to unleash your potential and join one of the fastest-growing logistics companies in the U.S.? ITS Logistics is a premier Third-Party Logistics provider delivering creative supply chain solutions. With unmatched service, industry expertise, and a focus on innovation and technology, our purpose is simple: to improve the quality of life by delivering excellence in everything we do.

At ITS, we invest in your growth—equipping you with the tools, resources, and support you need to succeed. You’ll collaborate with a high-performing team, be recognized for your contributions, and thrive in a culture of collaboration, competition, and resilience. Want to learn more? Visit: www.its4logistics.com

About the Position

As a Director of Solutions Sales, you’ll serve as a front-line revenue generator with an annual revenue goal anchored in LTL growth, while maintaining the ability to sell and solution across ITS Logistics’ full suite of services, including Over-the-Road (OTR), Drayage, Distribution & Fulfillment, and Managed Transportation.

This role is designed for a hunter who thrives on prospecting, consultative selling, and crafting tailored, value-based solutions that go beyond transactional freight brokerage. While LTL performance is a primary success metric, you’ll be expected to uncover broader supply chain opportunities and expand accounts through multi-modal solutions when they create incremental value for the customer.

You’ll identify, pursue, and close new opportunities with mid-market shippers, leveraging ITS’s strong carrier partnerships, operational expertise, and technology-driven approach to deliver reliable, cost-effective supply chain solutions.

Key Responsibilities

· Prospect, qualify, & win mid-market shippers with a primary focus on LTL-led opportunities, while expanding accounts across OTR, Drayage, Dedicated & Fulfillment, and Managed Transportation.

· Own and deliver against an annual revenue goal tied to LTL growth, with the flexibility to layer in additional ITS services to maximize customer value and wallet share.

· Build, manage, and forecast a healthy pipeline through cold outreach, referrals, networking, and digital prospecting.

· Conduct strategic discoveries to understand customer pain points and design tailored, multi-modal solutions that drive efficiency and cost savings.

· Deliver impactful client presentations and proposals that position ITS as a value-added partner, not a commodity broker.

· Own the full sales cycle: from outreach and qualification through proposal, negotiation, and close.

· Collaborate with Pricing, Operations, and Onboarding teams to ensure smooth customer implementation and service excellence.

· Stay up to date on market conditions, carrier performance, and pricing shifts to anticipate customer needs.

· Build long-term, trusted customer relationships through consistent follow-up, solution refinement, and account expansion.

Qualifications

· 5–8 years of logistics sales experience with a proven track record of new business development in multi-modal transportation (OTR, LTL, Drayage, Dedicated, and Managed Solutions).

· Demonstrated success selling to mid-market and enterprise customers with a hunter mentality.

· Strong communication, presentation, and negotiation skills with the ability to clearly articulate ITS’s value proposition.

· Strategic, consultative sales approach focused on solving customer challenges and driving outcomes.

· Proficiency with HubSpot CRM (or similar tools) to manage pipeline, forecast accurately, and track activity.

· Bachelor’s degree in Business, Marketing, Supply Chain, or related field preferred.

· Highly driven, competitive, and able to thrive in a fast-paced, entrepreneurial environment.