Senior Brokerage Sales Executive

This is a fully remote position, open to applicants in Tennessee.

📋 Description

• Secure and onboard revenues for transportation services by overseeing the complete sales cycle from prospecting to closing.

• Identify new opportunities, promote supply chain solutions, and cultivate lasting customer relationships.

• Assist customer-facing roles with implementation and management of customer accounts.

• Operate independently while exercising discretion on sales strategies, target customers, pricing terms, and agreements.

• Guide and mentor the sales team, drive sales strategies, achieve targets, and nurture a high-performance culture.

• Meet sales performance metrics and enhance revenue growth by comprehending customer needs.

• Develop and uphold sales plans, analyze customer supply chains, and offer tailored solutions utilizing mode, technology, and capacity insights.

• Document and maintain pipeline activities in the CRM system.

• Lead collaborative efforts with pricing, capacity, and administrative support teams during the deal process.

• Conduct research and analysis on industry trends, target customers, and competitors.

• Pursue new business opportunities through visits, meetings, cold calling, social media, email, networking, and referrals.

• Meet virtually and in person with potential and dormant customers to provide market insights and propose solutions.

• Refine sales processes to enhance efficiency, streamline the sales cycle, foster relationships, and increase revenue.

• Collaborate with pricing and yield teams to develop customer-centric solutions that deliver qualitative and quantitative benefits.

• Act as the primary contact for sales and contract negotiations, ensuring seamless implementation and a positive initial customer experience.

• Prepare customized reports and analyses on transportation metrics and their impact on the supply chain.

• Lead monthly or quarterly business reviews as necessary.

• Work with business and support functions to meet shipment-count and revenue goals.

• Communicate proactively with customers and the sales team while executing the transportation-services go-to-market strategy.

• Represent Kenco and its services through sales visits, marketing events, and activities within the transportation industry.

⛳️ Requirements

• Bachelor’s Degree in a relevant field or an equivalent amount of experience is required.

• 5-9 years of experience in logistics and/or supply chain management is required.

• 5-9 years of experience in sales/account/solutions management within third-party logistics, with a focus on transportation solutions and a solid understanding of the consultative sales process, is preferred.

• Proven ability to achieve customer revenue performance goals consistently over multiple years.

• Ability to work effectively in an out-of-office environment.

• Experience with TMS, SaaS, BI systems, and the competitive landscape of 3PL, as well as familiarity with all domestic modes of transportation and overcoming common sales objections during the sales process.

• Proficient in the consultative sales cycle, selling techniques, business development, and project management.

• Demonstrated and sustained ability to meet revenue goals, commercialize solutions based on customer needs, and serve as a trusted advisor.

• Excellent written and verbal communication skills with the capability to lead meetings and present to mid- and executive-level stakeholders.

• Experience in managing negotiations, addressing legal matters, and establishing service contracts with financial understanding.

• Comfort working independently and making decisions.

• Proficient in Microsoft Office Suite.

• A passport is not mandatory but is recommended.

🏝️ Benefits

• Medical insurance including HSA, HRA, and FSA accounts.

• Supplemental insurance options including critical illness, hospital indemnity, and accidental injury coverage.

• Dental Insurance.

• Vision Insurance.

• Basic Life and Supplemental Life insurance.

• Short Term and Long Term Disability coverage.

• Paid Parental Leave.

• 401(k) retirement plan.

• Paid Time Off of approximately 2 weeks (accrual begins on Day 1 of employment).

• Employer Paid Holidays totaling 10 days.