Director, Sales - ISO Bulk

Overview

The Director of Sales – ISO Bulk is responsible for developing and executing the commercial strategy for revenue growth within the ISO tank container logistics market, with responsibility for both transportation revenue and depot/storage revenue associated with ISO tank movements and positioning.

This individual leads strategic sales initiatives, manages key customer relationships, and collaborates cross-functionally to ensure commercial alignment across transportation operations, depot partners, and international supply chains.

The role drives growth by building relationships with chemical manufacturers, producers, distributors, and NVOCCs/freight forwarders, while maximizing revenue opportunities tied to ISO tank transportation, storage, cleaning, and repositioning through the company’s depot network.

This position oversees commercial performance for a defined portfolio of accounts while contributing to broader sales leadership goals and expansion within the global ISO tank logistics ecosystem.

Summary of Essential Job Functions

Commercial Strategy & Execution

• Develop and implement targeted sales strategies focused on ISO tank container logistics, including both transportation services and depot/storage solutions.
• Drive revenue growth through a combination of transportation volume expansion and increased utilization of depot services, including storage, cleaning, maintenance, and repositioning.
• Identify emerging market trends within intermodal chemical logistics and global ISO tank movements to refine service offerings and pricing models.
• Manage the full sales lifecycle—from prospecting and contract negotiation to onboarding, service implementation, and retention.
• Collaborate with operations, depot partners, international logistics teams, and customer service to ensure seamless execution of ISO movements and depot utilization.

Sales Leadership & Account Development

• Manage and grow a portfolio of manufacturers, chemical producers, distributors, NVOCCs, and freight forwarders utilizing ISO tank logistics.
• Develop new commercial opportunities by targeting international supply chains requiring ISO tank transportation and storage solutions.
• Oversee pipeline development and forecasting for assigned markets and customers, providing accurate updates to senior leadership.
• Build and maintain detailed account strategies that identify opportunities to expand both transportation and depot revenue streams.
• Identify opportunities to increase ISO storage dwell time, cleaning services, repositioning efficiency, and depot throughput through coordinated customer programs.

Customer Relationship Management

• Develop executive-level relationships with stakeholders across supply chain, procurement, logistics, and international shipping teams.
• Maintain strong partnerships with NVOCCs and freight forwarders that control international ISO tank flows.
• Serve as a commercial escalation point to resolve service issues across transportation and depot operations.
• Conduct regular business reviews with key accounts, identifying opportunities to optimize transportation routes, depot utilization, and supply chain efficiency.
• Lead contract negotiations covering transportation rates, storage agreements, and depot service pricing.

Financial Performance & Market Intelligence

• Monitor revenue and margin performance across both transportation movements and depot service utilization.
• Track key commercial KPIs including ISO tank volume, transportation revenue, depot storage revenue, cleaning and maintenance revenue, equipment dwell time, and repositioning efficiency.
• Prepare sales forecasts, market analyses, and commercial performance reports for leadership.
• Contribute to annual business planning and long-term strategy related to ISO tank network expansion and depot partnerships.

Strategic Partnerships & Industry Engagement

• Identify and cultivate partnerships with ISO tank operators, depots, NVOCCs, freight forwarders, and chemical producers.
• Strengthen relationships with depot networks and service providers to support growth in ISO storage and servicing capacity.
• Attend key chemical logistics and intermodal transportation conferences to expand the company’s market presence.
• Maintain strong awareness of industry regulations and standards affecting ISO tank transportation, including IMDG, DOT, PHMSA, and international hazmat regulations.

Requirements

Required Skills and Qualifications

• Minimum 7–10 years of progressive sales or business development experience in chemical logistics, intermodal transportation, or ISO tank logistics.
• Demonstrated success managing enterprise-level or strategic accounts within ISO tank or intermodal chemical transportation markets.
• Strong understanding of ISO tank operations, intermodal transportation flows, depot operations, and international chemical logistics.
• Proven ability to negotiate complex contracts covering transportation, storage, and ancillary services.
• Established relationships with chemical manufacturers, producers, distributors, NVOCCs, or freight forwarders.
• Excellent communication, negotiation, and relationship management skills.
• Strong analytical capabilities and ability to use commercial data to inform strategy.
• Proficiency in CRM tools (e.g., Salesforce), Excel, and reporting platforms.

Preferred Skills and Qualifications

• Bachelor’s degree in Business, Marketing, Finance, Engineering, or related field, or equivalent experience.
• Direct experience selling ISO tank transportation, depot storage, or intermodal chemical logistics solutions.
• Existing relationships with top-tier chemical producers, NVOCCs, freight forwarders, or ISO tank operators.
• Understanding of ISO tank fleet management, repositioning strategies, and depot network economics.
• Experience in a private equity-backed or high-growth logistics environment.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this role. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Employees may be required to perform duties outside of their normal responsibilities from time to time as needed.

#J-18808-Ljbffr