Sales Representative - Truckload, LTL, Expedited, Intermodal, Drayage at LST Group, LLC in Chattanooga, TN

Job description

• 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.

Responsibilities

• Key Responsibilities
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• Experienced level required (from job posting line 8)

Skills

Required

• Prospecting
• Relationship development
• Qualifying opportunities
• Securing new accounts
• Growing existing customers
• Outbound calls
• Email outreach
• LinkedIn outreach
• CRM management
• Pipeline management
• Forecasting
• Negotiation