About the role
The Sales Representative is responsible for generating new business and developing profitable customer relationships within the company's 3PL transportation network. This position focuses primarily on prospecting, relationship development, qualifying opportunities, securing new accounts, and growing existing customers across truckload, LTL, expedited, intermodal, drayage, and other transportation services. The ideal candidate is highly competitive, persistent, coachable, and capable of building relationships while maintaining a strong focus on revenue and gross profit.
Key Responsibilities
Prospecting & New Business Development * Identify and prospect potential shippers and transportation customers. * Conduct outbound calls, emails, LinkedIn outreach, and other prospecting activities. * Develop targeted prospect lists based on industry, geography, freight profile, and shipping volume. * Research prospects and identify transportation pain points. * Schedule discovery calls and customer meetings. * Build and maintain a consistent sales pipeline. * Convert qualified prospects into active customers.
Customer Acquisition * Conduct discovery conversations to understand a customer's freight network. * Identify opportunities where the company can provide better service, capacity, pricing, or technology. * Develop transportation solutions around customer requirements. * Prepare and present pricing and service proposals. * Negotiate rates and commercial terms within established parameters. * Close new business and transition accounts into operations.
Account Development * Develop long-term relationships with customers. * Identify additional lanes, facilities, modes, and freight opportunities within existing accounts. * Increase wallet share through cross-selling. * Regularly communicate with customers regarding service and performance. * Identify opportunities before competitors do.
Pipeline Management * Maintain accurate CRM records. * Track prospect activity, opportunities, quotes, and expected revenue. * Maintain sufficient pipeline coverage to consistently achieve sales goals. * Forecast expected business accurately. * Follow up consistently on open opportunities.
Transportation & Market Knowledge * Understand truckload, LTL, intermodal, drayage, expedited, and other transportation services. * Develop an understanding of freight markets and capacity conditions. * Understand transportation pricing and the relationship between buy rates, sell rates, and gross profit. * Work with operations and carrier teams to develop competitive solutions.
Internal Collaboration * Partner with operations to ensure customer freight is executed successfully. * Provide operations with accurate customer requirements and expectations. * Communicate service issues to customers proactively. * Work with carrier procurement to identify capacity. * Collaborate with management on pricing and strategic opportunities.