Director II, Sales

Job Title: Director II, Sales Department: Sales, Marketing & Product Management Country: United States of America State/Province: Arkansas City: Lowell Full/Part Time: Full time Job Summary: The Managed Logistics Sales Director is responsible for driving growth of managed transportation and logistics solutions by identifying, developing, and closing complex, multi-modal opportunities with mid-market and enterprise customers. This role focuses on consultative selling, positioning managed logistics as a strategic solution to improve customers’ transportation performance, cost control, visibility, and scalability. The position serves as a bridge between sales, operations, and solution design, leading customer engagements that assess current supply chain challenges and align them with the J.B. Hunt Services asset and non-asset solution set. The Sales Director owns the end-to-end commercial strategy, including pipeline development(direct & indirect) and executive-level customer relationships through solution alignment, pricing strategy, and contract execution, ensuring solutions are both commercially sound and operationally executable. Success in this role requires the ability to articulate value beyond rate, emphasizing total cost of ownership, network optimization, service performance, and risk mitigation. The Managed Logistics Sales Director works closely with internal operations, engineering, and analytics teams to ensure proposed solutions deliver measurable outcomes and long-term customer value. Job Description: Key Responsibilities: Drive Managed Logistics Revenue Growth · Own revenue targets for managed transportation and logistics solutions. · Develop and execute a strategic sales plan focused on long-term, recurring managed logistics engagements. · Build and maintain a robust pipeline of qualified opportunities across target industries and customer segments. Lead Consultative, Solution-Based Sales · Engage customers at the executive and operational level to understand transportation networks, cost structures, service challenges, and growth objectives. · Position managed logistics as a strategic solution, focusing on network optimization, cost control, visibility, and scalability rather than transactional pricing. · Translate complex supply chain challenges into clear, value-driven solution narratives. Own the End-to-End Sales Process · Lead opportunities from initial discovery through solution design, pricing strategy, contract negotiation, and close. · Coordinate internal resources to ensure proposals are commercially competitive, operationally feasible, and aligned with customer expectations. · Serve as a primary commercial point of contact through contract execution and implementation handoff. Partner Cross-Functionally · Collaborate closely with operations, engineering, analytics, and technology teams to design solutions that deliver measurable performance outcomes. · Ensure alignment between what is sold and what can be executed operationally over the life of the contract. · Provide market and customer feedback to internal teams to influence solution development and service enhancements. Develop and Maintain Executive Relationships · Build trusted advisor relationships with senior customer stakeholders. · Lead executive-level presentations and be able to defend proposal objections · Maintain ongoing customer engagement to support renewals, expansions, and long-term partnerships. Establish Pricing and Commercial Strategy · Lead solution design process for managed logistic, balancing competitiveness, margin targets, and risk management while collaborating with multiple J.B. Hunt business units to align on price. · Structure commercial models that support variable freight costs, fuel programs, service-level commitments, and performance incentives. · Support contract negotiations with a strong understanding of transportation economics and total cost of ownership. Market and Industry Leadership · Stay current on transportation, logistics, and supply chain trends that impact customer strategy and buying behavior. · Represent the organization as a subject-matter leader in managed logistics during customer meetings, industry events, and internal forums. · Help shape go-to-market strategy based on market demand and competitive dynamics. Performance Management and Reporting · Track pipeline health, win rates, revenue performance, and customer conversion metrics. · Provide regular updates to senior leadership on sales performance, market trends, and forecast accuracy. · Use data and insights to continuously refine sales strategy and execution. Qualifications: Minimum Qualifications: - High School Diploma/GED. - With 5 or more years of transportation/logistics, sales, and/or relevant experience and/or equivalent military experience. - Possess a valid driver's license with a clean motor vehicle record as per JB Hunt standards. Preferred Qualifications: Preferred Qualifications: - Bachelor's degree in business administration/management, Supply Chain Management, Logistics Management, Communication, Sales, or related field. with 5 years working in transportation/logistics or relevant experience and/or equivalent military experience; 3-4 years experience managing a team. - Experience in transportation. - Ability to quickly adapt to new systems or technology. - Knowledge of the J.B. Hunt's industry group, trends, directions, major issues, regulatory considerations, and trendsetters. - Experience in establishing and maintaining healthy working relationships with clients, vendors, peers, and direct reports. - Ability to analyze customer activity and demographic data to predict future customer behaviors and trends; utilization of the data to create team and business directives. - Knowledge of and ability to implement effective strategies and activities that promote long-term customer loyalty. - Experience in assessing customer needs and providing solutions for them. - Ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner. - Ability to successfully present to executive leadership. - Ability to build a positive culture inclusive of all ideals and perspectives. - Knowledge of industry-specific trends and landscapes. - · Ability to establish and maintain a commanding presence. - · Ability to impact decisions within and outside own organization. This position is not eligible for employment-based sponsorship. Compensation: Factors which may affect starting pay within this range may include skills, education, experience, geography, and other qualifications of the successful candidate.  This position may be eligible for annual bonus and incentives based on profitability or volumes in accordance with the terms of the Company’s bonus and incentive plans, as applicable and in effect from time to time. Benefits: The Company offers the following benefits for full-time positions, subject to applicable eligibility requirements, as may be in effect from time to time: medical benefit, dental benefit, vision benefit, 401(k) retirement plan, life insurance, short-term and long-term disability coverage, paid time off commensurate with tenure (includes vacation and sick time), six weeks of paid maternity leave along with two weeks of paid parental leave, and six paid holidays annually. Education: Bachelors: Business Administration/Management, Bachelors: Business Communications, Bachelors: Logistics Management, Bachelors: Supply Chain Management, GED (Required), High School (Required) Work Experience: Management-Entry Level, Sales, Transportation/Logistics Job Opening ID: 00615646 Director II, Sales (Open) “This job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.” J.B. Hunt Transport, Inc. is committed to basing employment decisions on the principles of equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, persons with disabilities, protected veterans or other bases by applicable law.