Director, Market & Service Development
OnTrac is hiring a Market & Service Development Director!
Are you eager to join a dynamic and expanding company where you can both learn and make a meaningful impact? If you possess a strong sense of empathy, enjoy assisting others, thrive in a fast-paced environment, and excel at problem-solving, we encourage you to apply today to connect with a recruiter!
Founded in 1986, OnTrac has evolved into the leading provider of same-day and next-day delivery services in the U.S. for premier e-commerce and product-supply businesses, including five of the largest retailers in the U.S.
Location: Remote - This position may be performed remotely in states where the company is authorized to employ individuals.
Compensation: The base pay range for this position is $156,000 - $234,000. Actual compensation will be determined based on experience, skills, internal equity, and other job-related factors.
This position may also be eligible for bonus, commission, or other incentive compensation in accordance with the terms of the applicable plan of up to a 25% Bonus Target.
Employment Logistics:
The Director, Market & Service Development leads the identification, evaluation, and commercialization of market opportunities and service enhancements across OnTrac’s portfolio. This role goes beyond traditional business development by working directly with customers, prospective customers, strategic partners, and internal stakeholders to assess needs, test market appetite, evaluate commercial implications, and recommend priorities for development or change. You translate these inputs into business cases, roadmap recommendations, positioning direction, executive reporting, and cross-functional guidance across Commercial, Operations, IT, Pricing/Finance, Legal, and customer-facing teams.
Unpacking the Benefits:
Employees are eligible for a comprehensive benefits package which may include:
- Medical, dental, and vision insurance
- Life and short- and long-term disability coverage
- 401(k) retirement savings plan with company match
- Flex vacation in states other than CA, CO, IL, MA, MT, and NE, with accruals up to 96 hours for first year of employment with tenure-based increases up to 160 hours
- Two (2) floating holidays per year
- Paid sick leave*
- Six (6) paid company holidays
- Two (2) weeks paid pregnancy disability leave, four (4) weeks paid parental bonding leave
- Additional wellness and employee assistance programs
The Must-Haves:
- Bachelor’s degree or equivalent experience
- 8–12 years of experience in ecommerce logistics, parcel, last mile, transportation, or related market-facing roles (service development, commercial strategy, product marketing, business development, or GTM leadership)
- Demonstrated experience working across Commercial, Operations, IT, Pricing/Finance, and customer-facing teams to evaluate or launch complex offerings, service changes, or strategic programs
- Strong experience developing business cases, market rationales, positioning, and executive recommendations for new opportunities or material changes
- Proven ability to work directly with large customers, strategic partners, and senior external stakeholders to assess needs and inform roadmap direction
- Experience in U.S. ecommerce parcel delivery, last-mile logistics, or related services/technologies preferred
- Ability to travel occasionally as needed (< 20%)
A summary of key responsibilities for the role is outlined below. Additional duties may be assigned as needed to support business objectives.
- Customer, and Partner Insights: Lead direct conversations with customers, prospective customers, and strategic partners to identify unmet needs, evolving expectations, adoption barriers, and areas of demand.
- Market Insights: Assess customer and market appetite for new capabilities, service changes, commercial programs, and experience improvements; gather and synthesize market/customer/field/partner feedback to identify where demand exists and where changes create commercial value; represent customer and market needs in internal discussions on service evolution, commercial priorities, and go-to-market planning.
- Opportunity Assessment: Define which need a proposed offering or service change addresses, which segments are most likely to value it, and what business impact may result. Recommend which opportunities should be prioritized, deferred, reshaped, or declined based on business case strength, customer demand, feasibility, and strategic value.
- Business Case Development: Develop business cases for new opportunities and material service changes (market rationale, demand signals, commercial implications, internal requirements, launch complexity, strategic fit) and work across Operations, IT, Pricing, Legal, and customer-facing teams to identify capability requirements, process implications, policy considerations, and risks.
- Go-to-Market Direction: Shape the market-facing logic for new offerings/material service changes (need state, target audience, commercial rationale, competitive context) and guide positioning/competitive framing with Product Marketing, Sales Enablement, Brand, and channel teams.
- Positioning: Set high-level go-to-market direction for approved initiatives (audience focus, value narrative, key launch considerations) and ensure service development work is informed by how the offering must be understood, sold, supported, and adopted in market.
- Executive Decision Support and Reporting: Translate market/business-case work into roadmap recommendations (priorities, sequencing, dependencies, expected value); partner with the Senior GTM Program Manager to convert direction into structured execution plans, launch discipline, and progress visibility; lead cross-functional alignment through clear communication, tradeoff discussions, and follow-through; prepare executive-ready recommendations and provide reporting on progress, issues, dependencies, launch risk, and escalation needs.
- You bring excellent executive communication skills, including producing clear presentations, decision memos, issue summaries, and progress reporting for senior leadership.
- You apply strong judgment in prioritization, opportunity assessment, positioning, and balancing customer demand against internal feasibility.
- You bring strong market judgment and consistently translate fragmented inputs into clear recommendations on what to prioritize, why it matters, and what capabilities are required.
- You translate market and business-case work into roadmap recommendations that clarify priorities, sequencing, dependencies, and expected business value.
- You distill ambiguous or conflicting inputs into clear options and practical recommendations for senior leadership.
This job posting is anticipated to remain open for at least 15 days from the date of posting
Disclosures:
- Washington state employees are eligible for up to 56 hours of paid sick leave annually.
Compensation decisions are made based on the specific circumstances of each hire to ensure fair and competitive pay.
If you are excited to be part of our team and grow with our OnTrac family, we invite you to apply!
OnTrac is proud to be an Equal Opportunity Employer
Lasership, Inc. dba OnTrac Final Mile with its affiliates, including OnTrac Logistics, Inc. (collectively, "OnTrac" or the "Company") is an equal opportunity employer. We value diversity and welcome applications from individuals of all backgrounds, abilities, and experiences. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or age. Join us in our commitment to creating a diverse and inclusive workplace. If you are excited to be part of our team and contribute to our talent acquisition efforts, we invite you to apply.
