What are the responsibilities and job description for the Mid Market Sales Representative position at KCH Transportation?
Mid Market Sales Representative
Location: Flexible – Remote, Hybrid, or On-Site in Chattanooga, TN
Compensation: Competitive Base Pay Commission Incentives
Base Salary: Starting at $60,000 (dependent on experience)
Estimated First-Year Earnings: $90,000–$110,000
Top performers on track to exceed six figures by Year 2 and beyond
Position Summary
Step into a sales role where strategy meets execution. As a Middle Market Sales Representative at KCH Transportation, you will target companies with $250M–$500M in annual revenue that need scalable, reliable freight solutions. You will build relationships with supply chain stakeholders, design customized multimodal strategies, and manage longer, more complex sales cycles. This role is ideal for a proven sales professional who can think strategically, influence decision-makers, and deliver tailored logistics solutions that drive both immediate results and long-term partnerships.
Why You’ll Love Working Here:
- Growth Opportunities: Start your career in account support with a company that offers clear paths for advancement.
- Team Collaboration: Be part of a supportive, forward-thinking team that values your input and ideas.
- Make an Impact: Your work will directly contribute to the growth and success of the company.
- Dynamic Environment: Experience a fast-paced, constantly evolving industry where every day is different.
- Benefits: Health, Dental, Vision, 401k Matching, PTO, Paid Holidays, & More!
What You’ll Do:
- Target the Right Companies: Identify and pursue mid-sized businesses with sophisticated supply chain needs and freight volume.
- Design Custom Solutions: Develop flexible multimodal brokerage strategies that align with each customer’s shipping profile and business objectives.
- Manage the Sales Cycle: Lead discovery calls, deliver service presentations, and create proposals and quotes that address customer challenges.
- Ensure Smooth Onboarding: Partner with operations and account teams to transition new customers seamlessly and set the stage for long-term service success.
- Track Pipeline Progress: Maintain accurate notes, opportunities, and pipeline details in the CRM system.
- Stay Market-Savvy: Keep informed on logistics trends and evolving customer needs to support retention and growth strategies.
Core Competencies:
- Proven Sales Ability: Demonstrated success in B2B sales with experience managing moderately complex cycles.
- Influential Communicator: Strong interpersonal skills with the ability to build trust and influence logistics stakeholders and decision-makers.
- Consultative Approach: Skilled at identifying customer challenges and offering tailored brokerage solutions.
- Strategic Mindset: Balances short-term opportunities with long-term relationship development.
- Detail-Oriented: Follows through consistently and ensures accuracy in communication and execution.
- Collaborative: Works effectively across departments to deliver excellent customer experiences.
- Results-Driven: Proactively identifies and capitalizes on growth opportunities within target accounts.
Job Requirements
- 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.
KCH Transportation is an EEO Employer.
Salary : $60,000 - $110,000