National Sales Executive

What You’ll Do

• Identify, target, and develop net-new customer opportunities within priority markets and shipper segments
• Prospect through cold calls, email outreach, networking, referrals, and industry events
• Qualify leads and convert prospects into contracted customers aligned with Buchanan’s strategy and capabilities
• Build relationships with decision-makers across operations, transportation, supply chain, and procurement
• Diagnose shipper pain points related to capacity, service performance, cost, and network design
• Present and sell Buchanan’s asset-based transportation, brokerage, and hybrid/integrated logistics solutions
• Own the sales cycle from first contact through contract execution
• Prepare and deliver proposals, pricing solutions, bids, and customer presentations
• Navigate RFPs, lane awards, and procurement processes while protecting margin and fit
• Negotiate pricing, contract terms, and service expectations to close profitable business
• Maintain a strong pipeline through disciplined activity, follow-up, and opportunity management
• Keep accurate CRM records including activity logs, pipeline stages, forecasts, and revenue reporting
• Partner with Pricing, Operations, and Leadership to structure competitive, executable bids
• Cook up internal alignment to support onboarding and successful launch of won business
• Ensure a clean handoff of newly won business to the Account Manager/Site Director for execution and long-term growth
• Support issue resolution and escalation management as needed while maintaining customer confidence
• Monitor market trends, customer behaviors, and competitive activity to uncover new growth opportunities

What You’ll Need To Succeed

• Proven track record of closing net-new, contracted freight and consistently meeting revenue targets
• Experience leading complex sales cycles with multiple stakeholders, pricing, procurement, and service requirements
• Strong understanding of transportation economics, capacity dynamics, and margin/risk tradeoffs
• Strong communication, presentation, and negotiation skills—with the ability to influence senior decision-makers
• Proficiency in CRM tools, pipeline management, forecasting, and sales reporting

Education And Experience

• A high school diploma or equivalent required (Bachelor’s degree preferred)
• 5–10+ years of B2B transportation and/or logistics sales experience (asset, brokerage, 3PL, managed transportation, or carrier sales)