Director of Sales & Operations

Position Summary

The Director of Sales & Operations  is responsible for the overall operational performance, profitability, customer satisfaction, and business growth of the multi-location transportation division. This role provides leadership to terminal managers and their teams while partnering with regional sales personnel to drive revenue growth, customer retention, and market expansion. The Director ensures safe, efficient, and profitable Less-Than-Truckload (LTL) operations while maintaining service excellence and developing high-performing teams across the region.

Key Responsibilities

Operational Leadership

• Direct and oversee all LTL transportation operations across multiple terminals and service centers.
• Ensure achievement of key performance indicators including service levels, on-time delivery, safety, claims ratio, dock productivity, equipment utilization, and operating ratio.
• Develop and implement operational strategies to improve efficiency, capacity utilization, and customer service.
• Monitor compliance with DOT, OSHA, company policies, and safety regulations.
• Lead continuous improvement initiatives focused on operational excellence and cost control.

Team Leadership & Development

• Provide leadership and coaching to Terminal Managers and operational leadership teams.
• Establish performance expectations and accountability standards throughout the organization.
• Develop succession plans and mentor future leaders within the operation.
• Foster a culture focused on safety, teamwork, customer service, and employee engagement.
• Support recruiting, retention, and development efforts across all locations.

Financial Management

• Maintain full responsibility for regional operational budgets and P&L performance.
• Analyze financial results and implement strategies to improve profitability.
• Manage labor costs, purchased transportation, equipment expenses, maintenance costs, and operational efficiencies.
• Develop annual operating plans and forecasts.
• Drive continuous improvement in operating ratio and overall financial performance.

Regional Sales & Business Leadership

• Partner with regional sales teams to support revenue growth and customer retention initiatives.
• Assist in developing strategic account relationships and participate in key customer meetings.
• Support pricing, service solutions, and business development efforts to expand market share.
• Align operational capabilities with sales objectives to ensure profitable growth.
• Review market opportunities and competitive trends to identify expansion opportunities.

Customer Experience

• Maintain strong relationships with key customers and strategic accounts.
• Resolve escalated service issues while ensuring long-term customer satisfaction.
• Collaborate with customers to identify opportunities for service improvements and operational efficiencies.
• Ensure consistent service quality throughout the region.

Qualifications

• Bachelor's degree preferred; equivalent transportation leadership experience considered.
• Minimum 10+ years of transportation leadership experience with significant LTL operations responsibility.
• Proven experience leading multi-terminal transportation operations.
• Strong knowledge of LTL networks, linehaul operations, pickup and delivery, dock operations, and fleet management.
• Demonstrated P&L management experience with responsibility for operational budgets and financial performance.
• Experience supporting sales growth, customer retention, and business development initiatives.
• Strong leadership, communication, coaching, and organizational skills.
• Ability to travel throughout the assigned region.

Success Measures

• Safety Performance
• Operating Ratio Improvement
• Revenue Growth
• Customer Retention
• On-Time Service Performance
• Claims Reduction
• Employee Engagement & Retention
• Terminal Profitability
• Fleet Utilization
• Regional Market Growth