Sr. Brokerage Sales Executive (Remote)

Kenco•Chattanooga, TN

1d•Remote

About The Position

At Kenco Logistics, you’re more than just a team member—you’re part of a company that values innovation, integrity, and a strong commitment to its people. As one of the leading 3PL providers in the U.S., Kenco offers a dynamic and supportive work environment where your ideas matter and your growth is a priority. With a focus on safety, sustainability, and continuous improvement, Kenco empowers employees to make a real impact in the supply chain industry while building rewarding careers. Join a company where your contributions help move the world forward—one shipment at a time. Functions Responsible for securing and onboarding transportation service revenues by managing the full sales cycle (Prospect – Discovery – Propose – Close). This includes identifying new opportunities, selling supply chain solutions and building/maintaining strong relationships. Substantial travel will be required, with expectation of being primarily engaged away from Company offices in fulfillment of the role. Implementation and customer Account Management functions will be performed by supporting customer-facing roles. Relied upon to work independently and exercise judgment on a wide range of topics including sales strategies to pursue, potential customers to develop, and pricing terms – with ultimate authority to use discretion in accepting or rejecting terms and deals. Lead and mentor the sales team as a Senior Sales Executive, driving sales strategies, achieving targets, and fostering a high-performance culture to exceed company goals. Meet and drive key sales performance metrics tied to each stage of the customer acquisition process. Drive revenue growth through understanding customer needs to maximize conversions. Develop and maintain sales plans, analyze customer supply chains, and provide customized solutions using mode, technology, and capacity insights. Serve as a subject matter expert when representing their customer’s supply chains within Kenco. Record and maintain all pipeline activity in the organization’s CRM. Lead Deal Team collaboration with pricing, capacity, and administrative support teams to successfully lead a customer through internal processes to win new business. Conduct industry, target customer and competitor research and analysis to serve as a subject matter expert during prospecting activities. Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals; engaging decision makers in larger sized businesses. Meet virtually and in-person with potential and dormant customers to provide market insights, Kenco’s capabilities, propose solutions, develop relationships, and stimulate demand with larger-sized businesses. Constantly refine sales processes for areas of improvement and efficiency to streamline the sales cycle, develop 3x3 relationships, and grow business revenues. Work in partnership with our pricing and yield team to create complex and value differentiating customer centric solutions that highlight qualitative and quantitative benefits. Serve as the primary contact for sales and contract negotiations, continuously working to ensure a seamless implementation and initial customer experience. Prepare custom reports and analysis that educate and inform customers on the performance of their transportation metrics, and how they impact the customer’s supply chain. Advocate for and lead monthly or quarterly business reviews as required. Partner and collaborate with all business and support functions of the organization to accomplish individual shipment count and revenue objectives. Provide clear, honest, and proactive communication to customers and your team while executing the company’s go-to-market strategy for transportation services. Serve as an effective ambassador for the Company and its services through sales visits, marketing events, and transportation industry functions.

Requirements

Bachelor’s Degree in relevant field or equivalent number of years of experience required
5-9 years of experience in logistics and/or supply chain management required
5-9 years of experience in sales/account/solutions management of third-party logistics, with a focus on transportation solutions and understanding of the consultative sales process, preferred
Demonstrated ability to attain customer revenue performance goals over several consecutive years
Work effectively in an out-of-office setting
Experience with TMS, SaaS, BI systems, and the 3PL competitive landscape – as well as all domestic modes of transportation and how to overcome common sales objections during the sales cycle
Proficiency with the consultative sales cycle, selling techniques, business development, and project management
Proven and sustained ability to meet revenue goals, commercialize solutions based on customer needs, and act as a trusted advisor
Strong written and oral communication skills with the ability to lead meetings and make presentations to mid and executive-level stakeholders
Self-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitability
Experience managing negotiations, handling legal matters, and setting up service contracts with financial acumen
Comfort in working independently and making decisions
Proficient in Microsoft Office Suite of programs
Business Acumen – Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization.
Communicate for Impact – Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of pipeline opportunities for which you are responsible.
Managing Transitions / Change Management – Effectively plans, manages and communicates changes in processes with appropriate stakeholders.
Influencing Others – Can quickly find common ground and can solve problems for the good of the organization with a minimal amount of noise. Authentically gains trust and support of peers.
Relationship Management – Building and maintaining relationships with internal partners to successfully complete projects and organizational objectives.
Strategic Agility – Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.

Nice To Haves

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

Responsibilities

Securing and onboarding transportation service revenues by managing the full sales cycle (Prospect – Discovery – Propose – Close).
Identifying new opportunities, selling supply chain solutions and building/maintaining strong relationships.
Lead and mentor the sales team as a Senior Sales Executive, driving sales strategies, achieving targets, and fostering a high-performance culture to exceed company goals.
Meet and drive key sales performance metrics tied to each stage of the customer acquisition process.
Drive revenue growth through understanding customer needs to maximize conversions.
Develop and maintain sales plans, analyze customer supply chains, and provide customized solutions using mode, technology, and capacity insights.
Serve as a subject matter expert when representing their customer’s supply chains within Kenco.
Record and maintain all pipeline activity in the organization’s CRM.
Lead Deal Team collaboration with pricing, capacity, and administrative support teams to successfully lead a customer through internal processes to win new business.
Conduct industry, target customer and competitor research and analysis to serve as a subject matter expert during prospecting activities.
Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals; engaging decision makers in larger sized businesses.
Meet virtually and in-person with potential and dormant customers to provide market insights, Kenco’s capabilities, propose solutions, develop relationships, and stimulate demand with larger-sized businesses.
Constantly refine sales processes for areas of improvement and efficiency to streamline the sales cycle, develop 3x3 relationships, and grow business revenues.
Work in partnership with our pricing and yield team to create complex and value differentiating customer centric solutions that highlight qualitative and quantitative benefits.
Serve as the primary contact for sales and contract negotiations, continuously working to ensure a seamless implementation and initial customer experience.
Prepare custom reports and analysis that educate and inform customers on the performance of their transportation metrics, and how they impact the customer’s supply chain.
Advocate for and lead monthly or quarterly business reviews as required.
Partner and collaborate with all business and support functions of the organization to accomplish individual shipment count and revenue objectives.
Provide clear, honest, and proactive communication to customers and your team while executing the company’s go-to-market strategy for transportation services.
Serve as an effective ambassador for the Company and its services through sales visits, marketing events, and transportation industry functions.

Benefits

Medical insurance including HSA, HRA and FSA accounts
Supplemental insurance including critical illness, hospital indemnity, accidental injury
Dental Insurance
Vision Insurance
Basic Life and Supplemental Life
Short Term and Long Term Disability
Paid Parental Leave
401(k)
Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
Employer Paid Holidays- 10 days