Job Description

JOB SUMMARY: The Government Services Director owns the strategy, growth, and execution of our U.S. military freight program across all service branches. This role serves as the company’s primary commercial and operational interface for the government services division, responsible for positioning our client as a preferred carrier for DoD freight and driving measurable revenue growth through agent network development, pricing strategy, compliance, and performance management.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Strategy and Growth: Own the overall strategy and roadmap to accelerate the DoD book of business, including lane targeting, pricing strategy, capacity sourcing, and margin management
• Revenue and P&L Ownership: Drive staged revenue growth targets at acceptable margins, with accountability for the full P&L of the government services program
• Agent Network Development: Design and execute a regional development plan for increasing government freight, identifying where to add new agents or expand responsibilities of existing agents to build out regional performance
• Agent Performance Management: Develop and enforce best-practice playbooks for agents handling DoD freight, including tender triage, response time standards, communication expectations, and escalation paths
• DoD Relationship Management: Serve as the primary point of contact with Transportation Officers and DoD installations across all geographies, aligning our service model to installation needs and preferences
• Tender and Solicitation Management: Lead all activities related to DoD tenders and solicitations under our SCAC codes, including awards, refusals, and performance management working through the sales agent network
• Capacity Strategy: Leverage our owner-operator model and brokerage authority to design capacity strategies for flatbed, oversize, and specialized military freight, including surge deployment and port-related operations
• External Partnerships: Own key relationships with primes, 3PLs, and program integrators under DFTS and related programs to capture subcontract and parallel freight opportunities
• Compliance and Regulatory Adherence: Ensure rigorous compliance with all applicable DoD, DTR, and DoDI 4500.57 transportation and traffic management policies, including security, HAZMAT, AA&E where applicable, and financial auditability of transportation payments
• Performance Reporting: Establish KPIs and reporting for the government services program covering on-time performance, tender acceptance, revenue, contribution margin, agent performance, and capacity utilization, and report regularly to executive leadership
• Policy and Regulatory Mastery: Maintain current knowledge of DoD transportation systems, regulations, and policy changes, and translate updates into practical process guidance for agents, dispatch, and drivers
• Cross-Functional Collaboration: Partner with recruiting, safety, and capacity teams to attract and qualify owner-operators suited for military work, including base access, security checks, and specialized equipment requirements
• Travel: Travel may be required; the amount of travel will vary by role
• Accountability and Reliability: Maintain regular and reliable attendance while performing other duties as assigned to support team and business needs

REQUIREMENTS:

• Experience: 7–10+ years in transportation or logistics, including 3–5+ years directly managing or selling DoD freight (general freight and/or AA&E/sensitive cargo) with measurable growth results
• DoD Program Knowledge: Deep understanding of how Transportation Officers and DoD installations operate freight programs, and how commercial carriers fit into the Defense Transportation System and DTR framework
• Platforms and Processes: Hands-on experience with DoD freight platforms and processes, including SDDC successor processes, DFTS or similar third-party programs, TPPS billing, and relevant tender systems
• Commercial Acumen: Proven ability to perform lane analysis, manage pricing, own PɯL, and model a growth plan at significant revenue scale

PREFERRED QUALIFICATIONS:

• Education: A four-year degree in Business, Logistics, Supply Chain, or a related field
• Specialized Carrier Experience: Background in flatbed, heavy-haul, or specialized carrier operations handling military freight, project cargo, or deployment moves
• Government Services Leadership: Prior leadership role specifically focused on Government Services, DoD Programs, Defense Logistics, or a comparable program
• Security Clearance: Existing or prior security clearance, or demonstrated eligibility to obtain one
• Financial Compliance Familiarity: Familiarity with DoD financial and auditability requirements for transportation payments, including TPPS and DFAS processes