Overview
Reporting to the Vice President of Sales, the Director of Sales – eCommerce is a high-impact, revenue-generating leader responsible for driving top-line growth across mid-market and enterprise D2C ecommerce fulfillment, parcel management, and omni-channel logistics.
This role requires a proactive "hunter" mindset to identify, negotiate, and close complex 3PL solutions. You will champion NFI’s value proposition across multi-node fulfillment, inventory optimization, and parcel execution—collaborating closely with Solutions Engineering, Operations, and Pricing to build high-margin partnerships.
Responsibilities
New Business Hunting & Pipeline Management
- Maintain a disciplined, proactive outreach cadence to target, engage, and close D2C brands experiencing rapid growth looking to partner with NFI as their end-to-end supply chain partner. Maintain an active sales pipeline exceeding $20M+ in annualized contract value.
- Execute consultative sales strategies targeting high-growth verticals (e.g., apparel, beauty, CPG, electronics, health & wellness).
- Leverage social selling, industry networking, cold outreach, and trade shows to capture net-new market share.
Solution Design & Commercial Strategy
- Partner with Solutions Engineering, IT/WMS Integration, and Operations teams to architect tailored ecommerce fulfillment programs (each-pick, kitting, returns management) and parcel routing models.
- Develop compelling, value-based RFPs, RFIs, and commercial proposals that clearly articulate NFI’s cost-efficiency, network reach, and service level advantages.
Lead commercial rate schedule development, margin analysis, and contract negotiations (MSAs, SLAs) in partnership with legal and executive leadership. - Position NFI’s parcel optimization strategies by leveraging deep commercial knowledge of national FedEx, UPS, USPS, DHL, & Regional Carrier networks.
Account Retention & Cross-Selling
- Conduct quarterly business reviews (QBRs) alongside Operations to review SLA compliance, track profitability, and identify account expansion opportunities.
- Cross-sell NFI’s end-to-end supply chain portfolio, including Dedicated Transportation, Brokerage, Port Services, and Transportation Management.
Sales Administration & Market Intelligence
- Maintain strict CRM discipline via Salesforce—tracking opportunity stages, forecasting close dates, and recording prospect interactions in real time.
Qualifications
Qualifications & Requirements
- 5–8+ years of proven business development/sales success within the 3PL industry, Solid knowledge of the fulfillment industry and marketplace, D2C ecommerce fulfillment, warehousing, and parcel management solutions
- Self Starter with a “can do” attitude, high energy, nimble and adaptable to change
- Demonstrated history of quota attainment, closing complex multi-million-dollar logistics deals at the C-suite and VP level
- In-depth knowledge of carrier pricing structures, zone-skipping, parcel execution software, and carrier contracts across national (FedEx, UPS, USPS, DHL) and regional carriers.
- Strong analytical capabilities to evaluate customer shipping data, understand unit economics, and structure high-margin commercial agreements.
- Working knowledge of modern ecommerce technology stacks, including WMS platforms, ERPs, and integration points with platforms like.
- Advanced proficiency in Salesforce (or equivalent enterprise CRM) and MS Office Suite (Excel, PowerPoint).
- Exceptional written, verbal, and executive-facing presentation skills; skilled negotiator.
- Willingness and availability to travel 30–50% for customer meetings, facility site visits, and 2–3 annual industry conferences (e.g., RILA, Manifest, IRCE).
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
LA County Applicants: The Company will consider qualified applicants, including those with criminal histories, in a manner consistent with applicable state and local laws.
Profit Center
PC-7030
