Brokerage Sales Executive

Kenco•Chattanooga, TN

About The Position

The Brokerage Sales Executive works within Kenco’s brokerage transportation group and across its service lines, representing Kenco in the marketplace and driving new-customer shipment, gross-revenue, and margin growth. The role primarily targets medium- to large-sized businesses and owns the commercial relationship with customers. It drives top-line revenue and wallet-share growth by prospecting, proposing solutions, and earning business from new customers. The position manages the full sales cycle, from prospecting and discovery through proposal and close, including identifying opportunities, selling supply-chain solutions, and building and maintaining relationships. It requires substantial travel, with the employee expected to spend most of their time away from company offices. Implementation and customer account-management functions are performed by supporting customer-facing roles. The Executive works independently and exercises judgment in selecting sales strategies and prospects and negotiating pricing terms, including discretion to accept or reject terms and deals. The role collaborates with pricing, capacity, administrative, and other internal teams to develop customer-focused solutions and guide prospects through internal processes. It also maintains pipeline activity in the CRM, analyzes customer supply chains, researches markets and competitors, and prepares reports and analyses for customers. The role serves as a primary sales contact for contract negotiations and supports a seamless implementation and initial customer experience. It communicates proactively with customers, represents Kenco at sales visits and industry events, and executes the company’s go-to-market strategy for transportation services.

Requirements

Bachelor’s degree in a relevant field or an equivalent number of years of experience.
2–4 years of experience in logistics and/or supply-chain management.
Proven track record of attaining new-customer revenue performance goals.
Ability to work effectively in an out-of-office setting.
Understanding of TMS, SaaS, BI systems, the 3PL competitive landscape, domestic transportation modes, and leading service providers.
Proven track record of consultative selling and proactive sales processes.
Ability to commercialize a solution and connect it to a customer’s business needs.
Strong written and oral communication skills, including the ability to lead meetings and present to a wide range of stakeholders.
Experience managing negotiations, handling simple legal matters, and establishing service contracts with financial awareness.
Comfort working independently and making decisions.
Proficiency in Microsoft Office Suite.
Ability and willingness to travel a substantial amount.

Nice To Haves

2–4 years of experience in sales, account management, or solutions management in third-party logistics, focused on transportation solutions and consultative sales.
Experience in business development and/or project management.
A passport is recommended but not required.

Responsibilities

Manage the full sales cycle—prospect, discover, propose, and close—to secure and onboard transportation-service revenue.
Identify new customer opportunities and sell supply-chain and transportation solutions while building and maintaining customer relationships.
Meet sales performance metrics and shipment-count, revenue, and margin growth targets.
Develop and maintain sales plans; analyze customer supply chains; and create customized solutions using mode, technology, and capacity insights.
Record and maintain pipeline activity in the organization’s CRM.
Lead deal-team collaboration with pricing, capacity, and administrative support teams to guide prospective customers through internal processes and win new business.
Conduct industry, target-customer, and competitor research and analysis to support prospecting.
Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals, engaging decision makers at medium- to large-sized businesses.
Meet virtually and in person with potential and dormant customers to share market insights and Kenco’s capabilities, propose solutions, foster relationships, and stimulate demand.
Refine sales processes to improve efficiency, streamline the sales cycle, strengthen relationships, and grow revenue.
Partner with the pricing and yield team to create customer-focused solutions that explain qualitative and quantitative benefits.
Serve as the primary sales contact for contract negotiations and work to ensure a seamless implementation and initial customer experience.
Prepare custom reports and analyses that inform customers about transportation performance metrics.
Participate in monthly or quarterly business reviews.
Collaborate with business and support functions to achieve shipment-count and revenue objectives.
Communicate clearly, honestly, and proactively with customers while executing the company’s go-to-market strategy.
Represent Kenco and its services at sales visits, marketing events, and transportation industry functions.

Benefits

Medical insurance, including HSA, HRA, and FSA accounts
Supplemental insurance, 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
Paid parental leave
401(k)
Paid time off of approximately two weeks, accruing from the first day of employment
10 employer-paid holidays