Director National Accounts
Matson Logistics, Inc, Oakland, CA, United States
Position at Matson Logistics, Inc
About Us Matson Logistics is a leading provider of multimodal transportation, warehousing, and distribution services throughout North America. Known for our innovative solutions and financial strength and stability, Matson Logistics' people, processes, and systems work together to deliver superior performance and value to our customers every day.
About the Role The
Director, National Accounts
is responsible for generating revenue through the performance of domestic intermodal and highway brokerage services by Matson Logistics, Inc., resulting in favorable profit margins. This role leads the acquisition, development, and retention of complex national accounts by delivering strategic, customer‑centric transportation solutions.
The Director serves as a senior sales leader, trusted advisor, and internal champion – partnering closely with operations, pricing, and leadership teams to ensure solutions are executable and scalable.
What you’ll do: Revenue Growth & National Account Strategy
Generate sustainable revenue and margin growth through domestic intermodal and highway brokerage services.
Develop and manage national customer relationships characterized by centralized procurement, high shipment volumes, and long‑term strategic engagement.
Identify, pursue, and secure new national account opportunities aligned with Matson Logistics' capabilities and profitability goals.
Customer Relationship Management
Call on existing and prospective national accounts to secure new business and grow existing relationships.
Conduct executive‑level sales presentations and solution reviews for current and prospective customers.
Build trusted relationships with customer leadership teams to position Matson Logistics as a strategic logistics partner rather than a transactional provider.
Solution Design & Cross‑Functional Leadership
Work collaboratively with internal sales, operations, pricing, and finance teams to design customized, cost‑effective transportation solutions.
Support implementation of national account solutions, ensuring operational feasibility and customer satisfaction.
Align customer expectations with Matson Logistics processes, accessorial structures, and service capabilities.
Market & Business Development
Leverage industry knowledge, market intelligence, and professional networks to expand Matson Logistics' national account footprint.
Drive increased market share, shipment volumes, and corresponding margins within established budgets and guidelines.
Professional Standards & Compliance
Represent Matson Logistics with professionalism in all customer, industry, and internal interactions.
Comply with all company policies, procedures, and safety requirements.
Support overall company goals through flexibility, collaboration, and leadership.
You have these qualifications:
Bachelor's degree in Business, Marketing, Transportation, or related field with 5+ years of transportation sales experience; or 10+ years of equivalent experience.
Proven success generating revenue and managing national accounts in domestic intermodal and/or highway transportation.
Demonstrated ability to sell complex transportation solutions with a focus on profitability and long‑term partnerships.
Strong executive presence, negotiation skills, and strategic mindset.
High level of business acumen, analytical thinking, and customer focus.
Proficiency with MS Office, sales tools, and presentation platforms.
Ability and willingness to travel regularly.
At Matson Logistics, we’re looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome people who think rigorously and thoughtfully challenge assumptions.
The annual salary range is posted for this position and is eligible for commission. The salary offered will depend upon qualifications and other operational considerations.
Matson offers medical, dental, and vision insurance benefits as well as a wide variety of other benefits to employees and their families. These benefits options include life insurance, supplemental life insurance, paid leaves of absence, and long‑term disability insurance, as well as more specialized benefits such as emergency childcare, death and dismemberment insurance, prepaid legal services, and adoption assistance. Matson offers a 401k with employer matching and profit sharing, along with 9 paid holidays, 5 sick days and a tiered PTO plan. More information on our benefits can be found here.
Matson is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, AIDS/HIV status, gender identity, gender expression, veteran status, genetic information, or any other protected status. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including, but not limited to, the San Francisco and Los Angeles Fair Chance Ordinances.
View our applicant privacy statement: https://www.matson.com/media/Applicant_Privacy_Statement.pdf.
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About Us Matson Logistics is a leading provider of multimodal transportation, warehousing, and distribution services throughout North America. Known for our innovative solutions and financial strength and stability, Matson Logistics' people, processes, and systems work together to deliver superior performance and value to our customers every day.
About the Role The
Director, National Accounts
is responsible for generating revenue through the performance of domestic intermodal and highway brokerage services by Matson Logistics, Inc., resulting in favorable profit margins. This role leads the acquisition, development, and retention of complex national accounts by delivering strategic, customer‑centric transportation solutions.
The Director serves as a senior sales leader, trusted advisor, and internal champion – partnering closely with operations, pricing, and leadership teams to ensure solutions are executable and scalable.
What you’ll do: Revenue Growth & National Account Strategy
Generate sustainable revenue and margin growth through domestic intermodal and highway brokerage services.
Develop and manage national customer relationships characterized by centralized procurement, high shipment volumes, and long‑term strategic engagement.
Identify, pursue, and secure new national account opportunities aligned with Matson Logistics' capabilities and profitability goals.
Customer Relationship Management
Call on existing and prospective national accounts to secure new business and grow existing relationships.
Conduct executive‑level sales presentations and solution reviews for current and prospective customers.
Build trusted relationships with customer leadership teams to position Matson Logistics as a strategic logistics partner rather than a transactional provider.
Solution Design & Cross‑Functional Leadership
Work collaboratively with internal sales, operations, pricing, and finance teams to design customized, cost‑effective transportation solutions.
Support implementation of national account solutions, ensuring operational feasibility and customer satisfaction.
Align customer expectations with Matson Logistics processes, accessorial structures, and service capabilities.
Market & Business Development
Leverage industry knowledge, market intelligence, and professional networks to expand Matson Logistics' national account footprint.
Drive increased market share, shipment volumes, and corresponding margins within established budgets and guidelines.
Professional Standards & Compliance
Represent Matson Logistics with professionalism in all customer, industry, and internal interactions.
Comply with all company policies, procedures, and safety requirements.
Support overall company goals through flexibility, collaboration, and leadership.
You have these qualifications:
Bachelor's degree in Business, Marketing, Transportation, or related field with 5+ years of transportation sales experience; or 10+ years of equivalent experience.
Proven success generating revenue and managing national accounts in domestic intermodal and/or highway transportation.
Demonstrated ability to sell complex transportation solutions with a focus on profitability and long‑term partnerships.
Strong executive presence, negotiation skills, and strategic mindset.
High level of business acumen, analytical thinking, and customer focus.
Proficiency with MS Office, sales tools, and presentation platforms.
Ability and willingness to travel regularly.
At Matson Logistics, we’re looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome people who think rigorously and thoughtfully challenge assumptions.
The annual salary range is posted for this position and is eligible for commission. The salary offered will depend upon qualifications and other operational considerations.
Matson offers medical, dental, and vision insurance benefits as well as a wide variety of other benefits to employees and their families. These benefits options include life insurance, supplemental life insurance, paid leaves of absence, and long‑term disability insurance, as well as more specialized benefits such as emergency childcare, death and dismemberment insurance, prepaid legal services, and adoption assistance. Matson offers a 401k with employer matching and profit sharing, along with 9 paid holidays, 5 sick days and a tiered PTO plan. More information on our benefits can be found here.
Matson is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, AIDS/HIV status, gender identity, gender expression, veteran status, genetic information, or any other protected status. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including, but not limited to, the San Francisco and Los Angeles Fair Chance Ordinances.
View our applicant privacy statement: https://www.matson.com/media/Applicant_Privacy_Statement.pdf.
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