Director II, Sales
J.B. Hunt Transport Services, Inc., Lowell, AR, United States
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.
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 defend proposal objections.
Maintain ongoing customer engagement to support renewals, expansions, and long‑term partnerships.
Establish Pricing and Commercial Strategy
Lead solution design for managed logistics, balancing competitiveness, margin targets, and risk management while collaborating with multiple J.B. Hunt business units to align on pricing.
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.
5 or more years of transportation/logistics, sales, and/or relevant experience and/or equivalent military experience.
Valid driver’s license with a clean motor vehicle record as per J.B. Hunt standards.
Preferred Qualifications
Bachelor’s degree in business administration/management, Supply Chain Management, Logistics Management, Communication, Sales, or related field.
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 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; utilize 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, inclusive culture.
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
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)
Two weeks of paid parental leave
Six paid holidays annually
Education
Bachelor’s: Logistics Management
Bachelor’s: Business Communications
Bachelor’s: Business Administration/Management
High School (Required)
GED (Required)
Work Experience
Management‑Entry Level
Transportation/Logistics
Sales
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 be 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.
About Us Better benefits, clear career paths and a people‑first culture, because we are Driven for You™.
Headquartered in Northwest Arkansas, J.B. Hunt is a dominant force in transportation and logistics, offering exciting career opportunities both at corporate and at field locations across the country. There are a variety of job types that support our business, so no matter your passion, J.B. Hunt is the place to jumpstart your career.
J.B. Hunt is a leading transportation and logistics company for one simple reason – our people. The career possibilities and benefits of working at J.B. Hunt are endless. From competitive salary and benefits packages, to defined career paths and growth opportunities, we take care of our people and take great pride in our efforts to build and sustain an inclusive workplace for all employees.
What are we looking for? J.B. Hunt welcomes high‑energy, forward‑thinking people of all backgrounds and experience levels to join our team. We offer full‑time, entry level, professional and management opportunities across all departments. Whether you are fresh out of school or bring years of industry experience, a role at J.B. Hunt could take your career to the next level.
#J-18808-Ljbffr
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 defend proposal objections.
Maintain ongoing customer engagement to support renewals, expansions, and long‑term partnerships.
Establish Pricing and Commercial Strategy
Lead solution design for managed logistics, balancing competitiveness, margin targets, and risk management while collaborating with multiple J.B. Hunt business units to align on pricing.
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.
5 or more years of transportation/logistics, sales, and/or relevant experience and/or equivalent military experience.
Valid driver’s license with a clean motor vehicle record as per J.B. Hunt standards.
Preferred Qualifications
Bachelor’s degree in business administration/management, Supply Chain Management, Logistics Management, Communication, Sales, or related field.
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 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; utilize 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, inclusive culture.
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
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)
Two weeks of paid parental leave
Six paid holidays annually
Education
Bachelor’s: Logistics Management
Bachelor’s: Business Communications
Bachelor’s: Business Administration/Management
High School (Required)
GED (Required)
Work Experience
Management‑Entry Level
Transportation/Logistics
Sales
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 be 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.
About Us Better benefits, clear career paths and a people‑first culture, because we are Driven for You™.
Headquartered in Northwest Arkansas, J.B. Hunt is a dominant force in transportation and logistics, offering exciting career opportunities both at corporate and at field locations across the country. There are a variety of job types that support our business, so no matter your passion, J.B. Hunt is the place to jumpstart your career.
J.B. Hunt is a leading transportation and logistics company for one simple reason – our people. The career possibilities and benefits of working at J.B. Hunt are endless. From competitive salary and benefits packages, to defined career paths and growth opportunities, we take care of our people and take great pride in our efforts to build and sustain an inclusive workplace for all employees.
What are we looking for? J.B. Hunt welcomes high‑energy, forward‑thinking people of all backgrounds and experience levels to join our team. We offer full‑time, entry level, professional and management opportunities across all departments. Whether you are fresh out of school or bring years of industry experience, a role at J.B. Hunt could take your career to the next level.
#J-18808-Ljbffr