Director of Sales

About the Opportunity

Dart Entities is seeking an experienced Director of Sales to drive profitable growth within our 3PL warehousing business.

This is an individual contributor and hunter-focused role for a sales professional who knows how to identify opportunities, open doors, build executive relationships, develop solutions, and close complex supply chain business.

The Director of Sales will focus on two primary growth opportunities: soliciting and acquiring new customers for Dart and identifying strategic customers whose business needs support our expansion strategy.

This role will work closely with Business Development, Operations, Properties, Finance, IT, and other functional leaders to develop solutions that are operationally sound, financially attractive, and built for long-term customer partnerships.

What You'll Do

Drive New Business

• Identify, qualify, develop, and close new national and regional 3PL warehousing opportunities
• Build and maintain an active pipeline of qualified prospects across targeted industries, verticals, and geographic markets
• Generate new business through outbound prospecting, networking, referrals, industry relationships, cold calling, and direct customer outreach
• Own the sales process from initial prospect identification through proposal, negotiation, and contract execution
• Develop long-term relationships with executive-level decision makers
• Position Dart as a trusted supply chain partner capable of solving complex customer needs

Develop and Execute Sales Strategy

• Develop sales strategies focused on industries and geographies that align with Dart's existing network and long-term strategic plans
• Create annual sales plans and quarterly objectives in partnership with the VP of Business Development & Administration
• Maintain accurate opportunity, pipeline, and forecasting information within Dart's CRM
• Identify market trends and customer needs that may influence future geographic expansion or service offerings

Develop Customer Solutions

• Partner with Operations, Finance, IT, Business Development, HR, and other functional leaders to develop comprehensive customer solutions
• Participate in pricing, proposals, RFP/RFQ responses, and customer presentations
• Ensure proposed solutions align with Dart's operational capabilities, financial expectations, and long-term strategy
• Translate customers’ needs into solutions that are practical, scalable, and profitable

Build Strategic Customer Relationships

• Establish executive-level relationships throughout the sales process
• Connect customer leadership with the appropriate leaders within Dart to strengthen long-term partnerships
• Partner with Operations during implementation to ensure customer expectations and commitments are clearly understood
• Maintain strategic involvement during onboarding and transition of new business
• Identify opportunities to expand relationships with new customers
• Develop and maintain strategic account plans and ensure alignment among internal stakeholders

Represent Dart in the Marketplace

• Represent Dart Entities at selected trade shows, conferences, and industry events
• Conduct meaningful pre-event prospecting and post-event follow-up to ensure conferences generate measurable business development activity
• Stay current on supply chain trends, customer challenges, competitive activity, and changing market dynamics
• Use industry events as one component of business development while maintaining consistent prospecting and lead-generation activity throughout the year

What Success Looks Like

The Director of Sales will be expected to develop a strong, sustainable pipeline and consistently convert qualified opportunities into profitable new business.

Key performance expectations include:

• Maintain a qualified sales pipeline
• Acquire new customers and generate revenue in alignment with established sales targets
• Maintain consistent prospecting and business development activity
• Develop executive-level customer relationships supporting both immediate opportunities and Dart's long-term network strategy
• Maintain timely and accurate CRM pipeline forecasting information
• Demonstrate disciplined preparation and follow-up for trade shows and industry events, including targeted customer meetings and prospect outreach

What We're Looking For

Required Qualifications

• 8+ years of sales or business development experience within the supply chain industry
• Demonstrated success selling complex logistics or supply chain solutions
• Experience in one or more of the following:
  • Third-party logistics (3PL)
  • Warehousing
  • Distribution
  • Transportation
  • Freight brokerage
• Proven track record of prospecting, developing, and closing new business
• Experience managing a complex sales cycle from initial outreach through contract execution
• Strong executive communication, presentation, and relationship-building skills
• Experience negotiating commercial agreements
• Ability and willingness to travel approximately 50%

Preferred Qualifications

• Established network of decision makers within retail, consumer goods, importing, or manufacturing organizations
• Experience selling enterprise-level supply chain solutions
• Warehouse design or solution-development experience
• Experience responding to RFPs and RFQs
• Strong financial acumen and understanding of profitability and P&L drivers
• Experience using CRM systems to manage pipelines, forecasts, and sales activity

Compensation

Dart Entities offers a competitive base salary commensurate with experience, along with a performance-based sales incentive opportunity tied to new business generation.

Additional information regarding the incentive structure will be discussed during the interview process.

About Dart Entities

Dart Entities provides supply chain solutions designed around long-term customer partnerships. Our capabilities include warehousing, distribution and property development supported by a nationwide network and decades of experience serving complex customer operations.

We believe successful partnerships are built through operational excellence, responsiveness, trust, and a commitment to understanding what our customers need today while preparing for what they will need tomorrow.