What are the responsibilities and job description for the Business Development Representative position at KCH Transportation?
KCH Transportation is a premier third-party logistics (3PL) and freight brokerage headquartered in Chattanooga, TN. As a Top 100 U.S. freight brokerage, we partner with customers of all sizes, from growing businesses to enterprise organizations to deliver efficient, reliable, and scalable supply chain solutions.
Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact.
Position Summary
As a Middle Market Sales Representative, you’ll target companies with $250M–$500M in annual revenue that require scalable and reliable freight solutions. You’ll build consultative relationships with supply chain stakeholders and leverage our carrier network to develop flexible transportation strategies. Your focus will be on designing and delivering custom logistics solutions, managing complex sales cycles, and ensuring a smooth handoff to operations for long-term customer retention.
Essential Duties And Responsibilities
Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact.
Position Summary
As a Middle Market Sales Representative, you’ll target companies with $250M–$500M in annual revenue that require scalable and reliable freight solutions. You’ll build consultative relationships with supply chain stakeholders and leverage our carrier network to develop flexible transportation strategies. Your focus will be on designing and delivering custom logistics solutions, managing complex sales cycles, and ensuring a smooth handoff to operations for long-term customer retention.
Essential Duties And Responsibilities
- Identify and pursue mid-sized companies with more sophisticated supply chain challenges and freight volume.
- Design flexible multimodal brokerage solutions aligned with customer shipping profiles and business goals.
- Lead the sales cycle including discovery, service presentations, and basic proposal/quote development.
- Partner with operations and account teams to ensure onboarding success and long-term service excellence.
- Maintain detailed records in CRM, including pipeline progress and account notes.
- Stay informed on logistics trends and customer needs to support retention and growth strategies.
- Demonstrated success in B2B sales with experience managing moderately complex sales cycles.
- Strong interpersonal skills with the ability to influence logistics stakeholders and mid-level decision-makers.
- Consultative selling approach with the ability to identify challenges and offer tailored freight brokerage solutions.
- Strategic thinker who can balance short-term wins with long-term relationship development.
- Effective communicator with strong follow-through and attention to detail.
- Comfortable collaborating across departments
- Results-oriented and proactive in identifying growth opportunities within target accounts.
- Bachelor’s degree in Business, Logistics, or Supply Chain Management preferred.
- 2–4 years of experience in freight brokerage or 3PL sales
- Familiarity with truckload, LTL, expedited, or intermodal freight solutions.
- Ability to manage mid-market accounts through prospecting, pitching, and post-sale engagement.
- Strong working knowledge of CRM tools (e.g., Salesforce) and Microsoft Excel/PowerPoint.
Salary : $50,000 - $60,000