What are the responsibilities and job description for the Senior Sales Executive position at Forward Air Corporation?
Job Description
The Senior Sales Executive is responsible for driving profitable revenue growth by developing new enterprise customer relationships and expanding existing accounts through consultative, solution‑based selling. They focus on understanding complex customer supply chains, identifying opportunities across the company’s full portfolio of solutions, and delivering measurable value to customers. They act as a trusted advisor to decision makers, partnering closely with Commercial teams, Operations, and internal stakeholders to deliver a seamless customer experience. This position requires strong commercial acumen, strategic thinking, and the ability to lead internal teams without direct authority. Success in this role is measured by revenue growth, customer retention, and long‑term account expansion. The role is highly visible and plays a critical part in the organization’s enterprise growth strategy.
Responsibilities
The Senior Sales Executive is responsible for driving profitable revenue growth by developing new enterprise customer relationships and expanding existing accounts through consultative, solution‑based selling. They focus on understanding complex customer supply chains, identifying opportunities across the company’s full portfolio of solutions, and delivering measurable value to customers. They act as a trusted advisor to decision makers, partnering closely with Commercial teams, Operations, and internal stakeholders to deliver a seamless customer experience. This position requires strong commercial acumen, strategic thinking, and the ability to lead internal teams without direct authority. Success in this role is measured by revenue growth, customer retention, and long‑term account expansion. The role is highly visible and plays a critical part in the organization’s enterprise growth strategy.
Responsibilities
- Develop new business and drive revenue growth by identifying and qualifying prospective enterprise customers through research, networking, and consultative discovery.
- Conduct in‑depth analysis of customer supply chains to understand business challenges, operational needs, and opportunities for the company’s solutions.
- Present, propose, and implement customized solutions that align the company’s portfolio with customer objectives and deliver long‑term value.
- Maintain and grow existing customer relationships by deeply understanding customer operations and proactively identifying expansion and retention opportunities.
- Partner closely with Customer Success teams to ensure customer onboarding, solution adoption, retention, and long‑term account health.
- Collaborate with internal stakeholders including specialized product sales teams and cross‑functional team members to deliver a consistent, high‑quality customer experience.
- Regularly engage customers to reinforce understanding of company’s capabilities and maximize utilization of the full portfolio.
- Build trusted customer relationships through regular business reviews, strategic account planning, professional communication, and executive‑level engagement.
- Leverage technology tools (CRM systems, mobile devices, internal platforms, and presentation tools) to support accurate forecasting, pipeline management, and customer communication.
- Demonstrate initiative and leadership by organizing and guiding internal teams, maintaining discipline in execution, and adapting to changing business conditions.
- Monitor competitive activity within assigned accounts and markets, ensuring appropriate responses and strategies are communicated internally.
- Represent the company professionally through customer entertainment, meetings, and industry engagement as appropriate.
- All other duties as assigned to meet evolving business needs.
- Education: Undergraduate degree in business, sales, supply chain, or a related field from an accredited college or university preferred; High School Diploma or GED equivalent required.
- Certification/Licensure: Supply Chain / Logistics Industry certifications preferred.
- Experience: 7 years of enterprise‑level sales experience, preferably within transportation, logistics, or supply chain solutions.
- Proven track record of consistently exceeding enterprise sales targets and driving market share growth.
- Demonstrated experience selling complex solutions to enterprise‑level customers and senior decision makers.
- Strong consultative selling, negotiation, and relationship‑building skills.
- Excellent verbal and written communication skills with the ability to influence and present at the executive level.
- Strong analytical, problem‑solving, and decision‑making capabilities.
- Experience using CRM tools (Salesforce preferred) and sales performance tracking systems.
- Demonstrated discretion and confidentiality in handling and protecting sensitive information.
- Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.)
- Environment: Comfort commuting to/from and working in a 100% on‑site setting (listed in this posting), with travel for related meetings/events.