Vice President of Strategic National Sales

About the role

The Vice President of Strategic National Sales is a senior, revenue-generating role responsible for driving new business growth across Enterprise, RFP-driven, and strategic LTL opportunities. This role owns a national pipeline while also serving as a force multiplier for office-based sales teams—supporting deal strategy, coaching, and execution on complex opportunities. The ideal candidate brings deep experience in third-party logistics, strong commercial acumen across LTL, TL, and multimodal solutions, and a proven ability to influence outcomes without direct people management authority.

Essential duties and responsibilities

Revenue Growth & Deal Ownership

• Own and grow a national pipeline of Opportunities including: Enterprise, Large-scale RFPs, Strategic LTL Account Management (LTL AM) opportunities, and Multimodal deals (LTL, TL, IMDL, WHSE, Final Mile, Etc.).
• Lead full sales cycle from discovery through close on assigned national accounts.
• Develop and execute deal strategies that align customer needs with brokerage capabilities, carrier networks, and pricing strategy.
• Partner closely with Pricing, Procurement, Operations, and Account Management to ensure competitive, executable solutions.
• Maintain accurate forecasting, opportunity tracking, and pipeline hygiene within CRM tools.

Office-Level Sales Development & Support

• Act as a sales enablement partner to office-based sales teams:
  • Support local sales reps on complex, high-value opportunities.
  • Provide guidance on solution design, pricing strategy, and customer positioning.
  • Participate in office-level sales strategy sessions, pipeline reviews, and opportunity planning.
• Coach and mentor sales reps on:
  • Enterprise selling techniques
  • RFP strategy and response development
  • LTL-specific value articulation and pricing structures
• Help elevate office-level selling capabilities by sharing best practices, market insights, and competitive intelligence.

RFP & Enterprise Strategy

• Lead or support end-to-end RFP management, including:
  • Discovery and qualification
  • Pricing strategy alignment
  • Solution design and response development
  • Final presentations and negotiations
• Ensure RFPs and enterprise pursuits are margin-accretive and operationally sound.
• Collaborate with leadership to prioritize high-value opportunities and allocate resources effectively.

Cross-Functional Collaboration

• Partner with:
  • Strategic Customer Executives and LTL Account Management to transition wins and support long-term growth
  • Procurement & Carrier Management to align capacity, pricing, and service
  • Operations & Implementation to ensure seamless onboarding and execution
• Serve as a voice of the customer, providing feedback that informs product, pricing, and process improvements.

Performance Metrics

• New revenue and gross profit generated
• Pipeline size, quality, and conversion rate
• RFP win rate and enterprise deal velocity
• Office-level deal support impact (wins influenced, deal size uplift, cycle time reduction)
• Customer retention and expansion on national accounts

Requirements

• Bachelor's Degree in related field or equivalent.
• 7+ years of experience in 3PL / freight brokerage sales (Strongly preferred), with strong exposure to LTL and enterprise accounts.

Skills and abilities

• Proven success managing and closing large, complex, multi-location deals.
• Deep understanding of RFP processes, pricing models, and brokerage economics.
• Demonstrated ability to influence, coach, and support sales reps without direct authority.
• Strong executive-level communication, presentation, and negotiation skills.
• Highly organized with strong CRM discipline and forecasting accuracy.
• Willingness to travel as needed to offices, customers, and industry events.

Schedule

• Full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. – 5:00 p.m.
• Must be available to work occasionally on weekends and evenings, during peak periods.