Account Executive, 3PL

Roadrunner; Downers Grove (IL); Hybrid; USD 120,000 - 130,000; Full time

Job summary

Roadrunner is seeking a commercially sharp sales leader to drive growth in the 3PL space from Downers Grove, IL. You will own pricing, contracts, and end-to-end commercial execution while expanding multi-level client relationships.

The role demands strong negotiation, executive-level communication, and cross-functional collaboration in a fast-paced logistics environment with hybrid work in Downers Grove. Expect travel within the territory and a focus on profitability.

Qualifications

• Bachelor’s degree or 5+ years of sales experience in logistics or related field.
• Strong commercial acumen with the ability to interpret pricing and financial data.
• Excellent communication and presentation skills for executive audiences.

Responsibilities

• Drive strategic revenue growth by identifying and converting 3PL opportunities.
• Build and manage a robust sales pipeline aligned to revenue targets.
• Own pricing, contracts, and commercial execution with cross-functional teams.
• Develop multi-level account relationships across assigned territory.
• Collaborate with operations to ensure service excellence and issue resolution.

Skills

Revenue growth

Pipeline management

Pricing discipline

Cross-functional collaboration

Negotiation

Communication

Time management

Education

Bachelor’s degree or 5+ years sales experience

Tools

MS Office

Power BI

Job description

This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies.Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.What you’ll do1. Drive strategic revenue growthIdentify, qualify, and convert new 3PL opportunities using disciplined prospecting strategiesBuild and manage a robust pipeline aligned to revenue and profitability targetsMaintain pricing discipline while scaling business across key accounts and target industriesFollow up on leads and emerging opportunities with urgency and precision2. Build and expand account relationshipsDevelop and maintain relationships across multiple levels within customer organizationsEngage consistently through in-person and virtual communication to strengthen trust and visibilityPosition company capabilities effectively through deep knowledge of service offeringsServe as the primary commercial point of contact for assigned territory accounts3. Own pricing, contracts, and commercial executionDevelop customer pricing strategies and submit for corporate approvalInterpret and manage pricing agreements, contractual terms, and commercial requirementsBalance competitiveness with margin protection in all deal structuresCollaborate cross-functionally to align pricing with operational capabilities4. Partner cross-functionally to deliver resultsWork closely with operations to understand customer needs and resolve service issuesAlign customer expectations with operational realities to ensure consistent executionCommunicate internally across service centers and corporate stakeholdersSupport collections efforts to maintain healthy account performance5. Strengthen team capability and performanceLead by example through professional conduct, accountability, and execution disciplineShare knowledge, insights, and best practices across the sales organizationContribute to departmental initiatives and company-wide growth prioritiesOperate independently while maintaining alignment with leadership objectivesWhat you bringBachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combinationProven track record of generating revenue growth and managing customer relationships in a 3PL environmentStrong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documentsAdvanced communication and presentation skills across customer, executive, and operational audiencesDemonstrated sales negotiation expertise with the ability to close and expand accountsExperience collaborating cross-functionally in fast-paced operational environmentsWorking knowledge of hazmat regulations (preferred)Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint) and Power BIStrong time management, prioritization, and organizational skillsAbility to manage multiple accounts, projects, and deadlines simultaneouslyValid driver’s license and ability to travel within assigned territoryHigh level of discretion handling confidential customer and business informationHow you operateYou think in terms of pipeline, margin, and lifetime value—not just dealsYou take ownership of outcomes and operate with minimal oversightYou build trust quickly and maintain it through consistency and follow-throughYou balance speed with discipline—moving quickly without compromising qualityYou communicate clearly, directly, and with purposeYou navigate ambiguity and solve complex commercial challengesYou hold yourself accountable to measurable performance standardsCompensation & SetupPay: $120,000–$130,000 base salaryincentives: Performance-based incentives aligned to revenue and profitability goalsLocation: Hybrid – based in Downers Grove, ILBenefits: Full benefits package including medical, dental, vision, 401(k), and paid time offPhysical Demands and Work EnvironmentThe physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.Physical DemandsDaily outside travel to make sales calls in any weather.Light physical activity performing non-strenuous daily activities of an administrative nature.Outside salespeople are regularly required to sit, stand, travel to and from a customer’s place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.Work EnvironmentThe service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation.Outside travel in all weather is requiredCan be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather) and outdoor weather conditions when touring prospect or client plants.There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls.Overnight travel (up to 50%) by land and/or air required.* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.* Roadrunner is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind.* We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!#LI-HybridDowners Grove, ILAbout RoadrunnerRoadrunner is for ambitious, smart people who excel at execution over talking about it, and who would rather invent the next standard in freight than accept the status quo.We are looking for the Best of the Best. Action driven leaders who want to be part of real change and help design the future of LTL in the U.S. This is a place where high performers can grow, influence outcomes, and make an impact while working directly with executives and smart people from across industries.We bring a winner mindset. We take ownership, raise the bar, and measure ourselves by results. We Run Safe. We Run Smart. We Run Together. These principles create an environment of high standards, clear ownership, and direct collaboration. We trust data over intuition, move with urgency, and hold each other accountable because winning requires it.Roadrunner exists to prove that LTL can be better than the industry has settled for. To be the best means we need to think bigger, look outside the box, and question every assumption: too many handoffs, limited visibility, and the quiet belief that “this is just how it works.” We rejected that story. We built a proprietary Smart Network for direct, long haul, metro to metro service that delivers fewer touches, faster transit, real time visibility, and genuine accountability. We are the most tech forward company in LTL, and we are not finished widening the gap.The foundation is already strong. Recognized as one of Built In Chicago’s Best Large Places to Work. Earning top marks for improvement, quality, and service. The real opportunity is still ahead: helping invent what comes next.If you want to be evaluated among the Best of the Best and help set the new standard in LTL, we should talk.