Director, Enterprise Accounts

Director of Enterprise Accounts – Depot Operations

Location: Nationwide / Travel Required - Ideal candidate is hybrid to one of our Depot locations.

Position Overview

We are seeking an experienced and highly motivated Director of Sales/Enterprise Accounts to lead commercial growth for our nationwide depot operations within the logistics and intermodal industry.

This role will be responsible for developing and managing relationships across steamship lines, equipment providers, IEPs, leasing companies, and other strategic logistics customers. The ideal candidate understands the depot, container, chassis, and intermodal equipment environment and has a proven ability to manage key accounts while identifying and developing new revenue opportunities.

This is a hands-on leadership role with significant responsibility for customer relationships, commercial strategy, pricing and rate reviews, account management, and business development. The position will work closely with operations and senior leadership to ensure customer expectations are met while maximizing depot utilization, revenue, and profitability. This role reports to the Vice President of Enterprise Accounts. 

Key Responsibilities

Sales & Business Development

• Develop and execute a nationwide sales strategy for depot services and related logistics operations.
• Build and maintain relationships with steamship lines, IEPs, equipment leasing companies, transportation providers, and other strategic customers.
• Identify and pursue new business opportunities that expand depot volumes, revenue, and market presence.
• Develop relationships with prospective customers and convert opportunities into long-term commercial partnerships.
• Conduct outside sales activities, including customer visits, industry meetings, trade events, and networking.
• Monitor market conditions, competitor activity, customer needs, and industry trends to identify opportunities for growth.
• Develop proposals, presentations, and commercial solutions tailored to customer requirements.

Strategic Account Management

• Serve as a senior point of contact for key national and strategic accounts.
• Develop strong, long-term relationships with customers and understand their operational and commercial requirements.
• Conduct regular business reviews with key customers and identify opportunities to improve service, volume, and profitability.
• Proactively address customer concerns and coordinate internally to resolve service or operational issues.
• Maintain a strong understanding of customer equipment flows, depot requirements, service expectations, and business objectives.

Rates, Pricing & Commercial Management

• Lead and participate in customer rate reviews, contract negotiations, and pricing discussions.
• Evaluate market rates, customer requirements, operating costs, and competitive conditions when developing pricing strategies.
• Work closely with operations and leadership to ensure pricing supports both customer needs and company profitability.
• Monitor account profitability and identify opportunities for rate adjustments, expanded services, or improved commercial terms.
• Support contract development, renewals, and negotiations with strategic customers.

Cross-Functional Leadership

• Partner closely with depot operations to align sales commitments with operational capabilities.
• Communicate customer expectations and commercial requirements to operations and management.
• Help identify operational improvements that can strengthen customer retention and create additional sales opportunities.
• Collaborate with finance, operations, and senior leadership on revenue forecasting, account performance, and strategic planning.
• Provide regular reporting on pipeline, sales activity, customer performance, pricing, and growth opportunities.

Qualifications & Experience

• 7+ years of sales, business development, or commercial management experience in transportation, logistics, intermodal, equipment, depot, or related industries.
• Strong understanding of the steamship line, IEP, equipment leasing, container, chassis, and depot ecosystem.
• Demonstrated success managing strategic/national accounts.
• Proven ability to develop new business and grow existing customer relationships.
• Experience with rate negotiations, pricing, contracts, and customer rate reviews.
• Strong understanding of logistics operations and the ability to translate operational capabilities into commercial opportunities.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Ability to work independently while collaborating effectively with operations and senior leadership.
• Willingness to travel nationwide as needed for customer meetings, industry events, and business development.