Business Development Representative

KCH Transportation; Chattanooga (TN); On-site; USD 60,000 - 90,000; Full time

Job summary

KCH Transportation in Chattanooga, TN seeks a Middle Market Sales Representative to target mid-sized companies ($250M–$500M revenue) with scalable freight solutions. You will build consultative relationships, design multimodal brokerage strategies, manage complex sales cycles, and coordinate handoffs to operations for long-term retention.

You’ll leverage our carrier network, use CRM tools, and collaborate across teams to win new business and grow existing accounts in the U.S. market.

Qualifications

• Bachelor’s degree in Business, Logistics, or Supply Chain Management preferred.
• 2–4 years of experience in freight brokerage or 3PL sales.
• Familiarity with truckload, LTL, expedited, or intermodal freight solutions.
• Ability to manage mid-market accounts through prospecting, pitching, and post-sale engagement.
• Strong working knowledge of CRM tools (e.g., Salesforce) and Microsoft Excel/PowerPoint.

Responsibilities

• Identify mid-sized companies with complex supply chain challenges and freight volume.
• Design flexible multimodal brokerage solutions aligned with customer profiles and goals.
• Lead the sales cycle including discovery, service presentations, and basic proposal/quote development.
• Partner with operations and account teams to ensure onboarding success and long-term service excellence.
• Maintain detailed records in CRM, including pipeline progress and account notes.
• Stay informed on logistics trends and customer needs to support retention and growth.

Skills

B2B sales

CRM tools

Interpersonal skills

Consultative selling

Strategic selling

Education

Bachelor’s degree in Business, Logistics, or Supply Chain Management preferred

2–4 years of freight brokerage or 3PL sales experience

Tools

Salesforce

Excel/PowerPoint

Job description

KCH Transportation is a premier third-party logistics (3PL) and freight brokerage headquartered in Chattanooga, TN. As a Top 100 U.S. freight brokerage, we partner with customers of all sizes, from growing businesses to enterprise organizations to deliver efficient, reliable, and scalable supply chain solutions.

Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact.

Position Summary

As a Middle Market Sales Representative, you’ll target companies with $250M–$500M in annual revenue that require scalable and reliable freight solutions. You’ll build consultative relationships with supply chain stakeholders and leverage our carrier network to develop flexible transportation strategies. Your focus will be on designing and delivering custom logistics solutions, managing complex sales cycles, and ensuring a smooth handoff to operations for long-term customer retention.

Essential Duties And Responsibilities

• Identify and pursue mid-sized companies with more sophisticated supply chain challenges and freight volume.
• Design flexible multimodal brokerage solutions aligned with customer shipping profiles and business goals.
• Lead the sales cycle including discovery, service presentations, and basic proposal/quote development.
• Partner with operations and account teams to ensure onboarding success and long-term service excellence.
• Maintain detailed records in CRM, including pipeline progress and account notes.
• Stay informed on logistics trends and customer needs to support retention and growth strategies.

Competencies

• Demonstrated success in B2B sales with experience managing moderately complex sales cycles.
• Strong interpersonal skills with the ability to influence logistics stakeholders and mid-level decision‑makers.
• Consultative selling approach with the ability to identify challenges and offer tailored freight brokerage solutions.
• Strategic thinker who can balance short‑term wins with long‑term relationship development.
• Effective communicator with strong follow‑through and attention to detail.
• Comfortable collaborating across departments
• Results‑oriented and proactive in identifying growth opportunities within target accounts.

Education/Experience

• Bachelor’s degree in Business, Logistics, or Supply Chain Management preferred.
• 2–4 years of experience in freight brokerage or 3PL sales
• Familiarity with truckload, LTL, expedited, or intermodal freight solutions.
• Ability to manage mid‑market accounts through prospecting, pitching, and post‑sale engagement.
• Strong working knowledge of CRM tools (e.g., Salesforce) and Microsoft Excel/PowerPoint.