Vice President of Strategic National Sales
Nolan Transportation Group (NTG) · Chicago, IL · 1 mo ago
On-siteSalesFull-time
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.
- 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.
- 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.