Senior National Account Executive, Transportation Sales

NEW BUSINESS HUNTER | 3PL / FREIGHT BROKERAGE | INDIVIDUAL CONTRIBUTOR

10 YEARS TRANSPORTATION SALES EXPERIENCE REQUIRED

Responsibilities

• Own the full new-business sales cycle, from initial prospecting and cold outreach through discovery, proposal, negotiation, contract execution, and customer launch.

• Build a self-generated pipeline of large national and enterprise-level shippers. This is a true hunter position and will not rely primarily on inbound leads or company-provided opportunities.

• Maintain a high level of daily outbound prospecting activity, including the willingness and discipline to make 75 to 100 targeted outbound calls in a day when necessary to build and maintain a strong pipeline.

• Identify, research, and pursue companies with significant transportation spend and long-term revenue potential.

• Cold call and prospect into Transportation, Logistics, Supply Chain, Procurement, Operations, Finance, and executive leadership.

• Develop relationships with senior decision-makers, including Transportation Managers, Directors of Logistics, Vice Presidents of Supply Chain, Procurement executives, COOs, CFOs, and other C-suite leaders.

• Navigate complex corporate organizations, identify the individuals who influence transportation decisions, and build relationships with multiple stakeholders within each target account.

• Conduct detailed discovery conversations to understand freight volume, lanes, transportation modes, service requirements, current provider relationships, pain points, procurement processes, and opportunities for improvement.

• Position Avid Holdings and Giltner Transportation as long-term transportation partners rather than simply another freight brokerage quoting individual loads.

• Generate opportunities to participate in transportation RFPs, RFQs, contract bids, routing-guide opportunities, and other formal procurement processes.

• Work closely with company leadership, pricing, and operations to develop competitive transportation solutions that can win significant business while maintaining acceptable profitability.

• Prepare and present proposals to prospective customers, including executive-level presentations when appropriate.

• Negotiate pricing, commercial terms, service expectations, and transportation agreements with sophisticated corporate buyers.

• Manage long and complex enterprise sales cycles that may range from several months to multiple years while continuing to generate new opportunities.

• Maintain consistent follow-up with prospects throughout the sales process and remain engaged with long-term opportunities until a decision is reached.

• Travel to prospect and customer locations when face-to-face meetings can help advance or close an opportunity.

• Represent the company professionally at selected transportation, supply-chain, manufacturing, and industry events when appropriate.

• Maintain accurate prospecting activity, contact information, opportunity stages, expected revenue, follow-up dates, sales forecasts, and pipeline information in the company’s CRM.

• Provide leadership with clear and realistic visibility into the sales pipeline, including qualified opportunities, expected close dates, anticipated revenue, and potential gross profit.

• Coordinate the commercial handoff of newly acquired customers to the operations team once the business has been sold and successfully onboarded.

• Remain involved during the initial customer launch when necessary to ensure commitments made during the sales process are clearly communicated to operations.

• Continue identifying additional revenue opportunities within newly acquired national accounts while allowing the operations team to manage the day-to-day execution of the freight.

• Spend the majority of working time focused on prospecting, relationship development, sales meetings, pipeline development, and closing new business.

• Work onsite from our Fayetteville, Arkansas office and collaborate directly with company leadership, pricing, and operations teams.

• Be accountable for measurable new customer acquisition, new revenue, new gross profit, qualified pipeline growth, and overall sales production.

Qualifications

• Minimum of 10 years of direct B2B sales experience within transportation, freight brokerage, 3PL, logistics, or a closely related transportation-services environment.

• Proven history of generating net-new business through cold calling, outbound prospecting, networking, referrals, and other self-generated sales activity.

• Demonstrated success closing large national, enterprise, or complex corporate transportation accounts.

• Verifiable track record of personally taking opportunities from initial prospecting through discovery, proposal, negotiation, contract execution, and close.

• Experience selling transportation services to senior-level decision-makers, including Directors, Vice Presidents, Procurement leaders, Supply Chain executives, COOs, CFOs, and other C-suite executives.

• Strong experience navigating large corporate organizations and developing relationships with multiple stakeholders involved in transportation and procurement decisions.

• Proven ability to build and maintain a substantial sales pipeline without depending primarily on inbound leads or company-generated opportunities.

• Extensive cold-calling experience and demonstrated comfort working in a high-activity, phone-first sales environment.

• Ability and willingness to consistently conduct high-volume outbound prospecting, including 75 to 100 targeted calls in a day when necessary to build pipeline.

• Experience selling into long and complex sales cycles, including opportunities that may require six months or longer to develop and close.

• Experience with transportation RFPs, RFQs, contract bids, routing-guide opportunities, and formal corporate procurement processes.

• Strong understanding of truckload transportation, freight brokerage, transportation pricing, market conditions, and the financial fundamentals of profitable freight.

• Ability to sell value and service rather than relying exclusively on price to win business.

• Strong negotiation skills and experience negotiating commercial terms with sophisticated corporate buyers.

• Excellent verbal communication skills, particularly over the phone and in executive-level sales conversations.

• Strong written communication and presentation skills.

• Professional presence and the ability to confidently represent the company in meetings with senior executives and large corporate customers.

• Highly self-motivated, competitive, persistent, and comfortable being measured against clearly defined sales activity and production goals.

• Strong organizational and follow-up skills, with the ability to manage a large number of prospects and opportunities simultaneously.

• Experience using a CRM system to manage prospect activity, opportunities, follow-up, pipeline, forecasting, and sales reporting.

• Ability to work onsite full-time from our Fayetteville, Arkansas office.

• Willingness to travel throughout the United States for prospect meetings, customer meetings, industry events, and other sales opportunities as needed.

• Bachelor's degree in Business, Supply Chain, Logistics, Transportation, Marketing, or a related field is preferred, but not required. Significant proven transportation sales experience may be considered in place of formal education.

• Must be legally authorized to work in the United States.