FTL Commercial Director

Descripción del puesto

The FTL Commercial Director will be responsible for leading the commercial strategy for the FTL business, driving revenue and profitability growth through the acquisition of new customers, development and retention of strategic accounts, market expansion, and leadership of the commercial team.

This position will play a strategic and high-impact role, working closely with Operations, Merchant, and Carrier teams to ensure sustainable and profitable business growth.

The Commercial Director will also be responsible for leading and developing commercial relationships with both Merchants and Carriers, ensuring business generation, strengthening the network, and driving growth across both sides of the FTL ecosystem.

Responsabilidades

• Design and execute the FTL commercial strategy aligned with the company's growth objectives.
• Lead the acquisition of new customers and the development and retention of strategic accounts.
• Build and maintain a strong commercial pipeline, ensuring revenue and gross margin targets are achieved.
• Identify new business opportunities, markets, industries, and lanes with growth potential.
• Lead high-impact commercial negotiations, including RFPs, RFQs, contracts, and strategic agreements.
• Develop long-term relationships with Merchants, Carriers, shippers, brokers, and strategic partners.
• Own the commercial strategy and development of both Merchants and Carriers, ensuring the growth and strengthening of both sides of the business.
• Define and monitor commercial KPIs and make data-driven decisions.
• Develop pricing and growth strategies in partnership with Operations and Carrier Sales.
• Lead, develop, and scale the commercial team by establishing goals, processes, and performance metrics.
• Identify cross-selling, upselling, and expansion opportunities within the existing customer base.
• Analyze FTL market trends, competition, capacity, and pricing to identify commercial opportunities.
• Work cross-functionally with internal teams to ensure effective execution and profitability of the business.

Requisitos Obligatorios

• 9+ years of experience in commercial, sales, or business development roles within logistics, transportation, freight brokerage, 3PL, or related industries.
• Proven experience specifically in FTL / Truckload / Transportation.
• Previous experience in commercial leadership roles such as Commercial Director, Sales Director, Head of Sales, VP Sales, Commercial Manager, or similar.
• Proven experience in hunting, developing, and retaining strategic accounts.
• Experience managing Enterprise / Strategic Accounts.
• Proven experience leading and developing commercial teams.
• Experience in freight brokerage, 3PL, or digital freight platforms.
• Proven track record of achieving and growing revenue and gross margin.
• Strong experience negotiating and closing high-value commercial agreements.
• Strong knowledge of FTL pricing, lanes, capacity, carrier markets, and transportation dynamics.
• Experience managing commercial relationships with both Merchants and Carriers.
• Ability to build and maintain executive-level commercial relationships.
• Proficiency with CRM systems and commercial analytics tools.
• Advanced English proficiency.

Requisitos Deseables

• Experience developing business across Mexico, the United States, or both markets.
• Established network of contacts within the transportation and logistics industry.
• Experience managing Enterprise RFPs/RFQs.
• Experience working with technology-driven transportation or logistics business models.
• Knowledge of BI and commercial data analytics tools.
• Experience managing budgets, P&L, or direct profitability responsibility.
• Experience expanding commercial operations into new markets.

Qué Ofrecemos

• Vacation Premium according to Mexican Law
• Christmas Bonus according to Mexican Law
• Vacation Days according to Mexican Law
• Vehicle Insurance
• Annual Growth Bonus
• Grocery Vouchers
• Life Insurance
• Minor Medical Expenses Insurance
• Major Medical Expenses Insurance
• Marriage Leave
• Maternity Leave
• Paternity Leave
• Birthday Day Off
• Payroll Advance for Days Worked
• Employee Loans
• Wellhub
• Exclusive Partnerships (UVM, Tecmi, TopGolf, Spa)
• Exclusive Discounts and Benefits (Enviaflores, Cinepolis, Innova, Tim Hortons, Chilis, Viva, etc.)