Senior National Account Executive, Transportation Sales
Giltner TransportationNEW 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,…