Intermodal Sales Executive

Werner Enterprises, Inc.; Omaha (NE); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical, dental and vision plans

401(k) plan

Stock purchase plan

Paid time off

Life insurance

Disability plans

Job summary

Werner Enterprises, Inc. is seeking a dynamic sales professional to lead new business development for intermodal services. You will aggressively pursue logos, engage with C-suite executives, and build rail-provider partnerships to optimize capacity and pricing.

You will collaborate with account teams on conversions, manage RFPs, and maintain Salesforce data integrity while representing the Werner brand at conferences and industry events. Strong travel up to 30% is required.

Qualifications

• Bachelor’s degree in Business Administration.
• Five+ years of transportation sales experience.
• Competent in Google Suite.
• Ability to negotiate and close complex intermodal contracts.
• Self-starter who thrives in a fast-paced environment.
• Leader with proven ability to advise customers and stakeholders.
• Proven track record of identifying and closing new business deals.
• Knowledge of transportation practices and terminology.
• Ability to travel 30% of the time.
• Intermodal experience and Salesforce CRM familiarity preferred.

Responsibilities

• New Business Development & Logo Hunting: outbound hunting for intermodal logos and securing new sales contracts.
• Executive Engagement: engage with transportation and supply chain executives to promote Werner's intermodal capabilities.
• Rail Provider Relationships: build relationships with Class I rail providers to optimize capacity and pricing.
• Truckload Conversion Collaboration: collaborate with AE and Account Management on truckload-to-intermodal opportunities.
• Prospecting & Lead Generation: discover new leads and opportunities outside the Werner portfolio.
• RFP & Pricing Strategy: lead key RFPs and pricing for assigned territories.
• CRM Data Integrity: maintain Salesforce data across opportunities.
• Operational Communication: coordinate with Sales and Operations on customer visits and travel.
• Industry Thought Leadership: stay informed on industry news and regulatory changes.
• Brand Representation: attend conferences to provide insights and connections.
• Strategy & Diversification: assist go-to-market and revenue diversification efforts.
• Cross-Functional Collaboration: work with Marketing, Pricing, Technology, and Operations to craft client solutions.

Skills

Business development

Negotiation

Leadership

Communication

Managing multiple projects

Intermodal knowledge

Travel readiness

Sales

Education

Bachelor’s degree in Business Administration

Tools

Salesforce CRM

Google Suite

Job description

• New Business Development & Logo Hunting: Dedicate a large portion of time to active outbound hunting for new intermodal logos for Werner. Successfully lead new business development efforts through aggressive cold calling, targeted emailing, and proactive prospecting to secure new sales contracts.
• Executive Engagement: Engage directly with transportation and supply chain executives at target shippers to represent Werner's intermodal capabilities and drive new business development efforts.
• Rail Provider Relationships: Grow and maintain strategic relationships with Class I rail providers, such as Union Pacific (UP), to optimize intermodal capacity, service consistency, and competitive pricing.
• Truckload Conversion Collaboration: Collaborate closely with Werner Account Executives and Account Management teams on active client accounts to identify and capture high-potential truckload-to-intermodal conversion opportunities.
• Prospecting & Lead Generation: Discover and pursue new leads, relationships, and business opportunities with new companies outside of the existing Werner portfolio through structured prospecting, networking, and referrals.
• RFP & Pricing Strategy: Champion key RFPs and customer pricing requests submitted by Account Executives within assigned specialist territories, including helping to define the commercial strategy and tailored solution for the client.
• CRM Data Integrity: Maintain commercial data integrity in Salesforce CRM (to be reviewed by Sales and Operations Management), ensuring all opportunities at various stages of the sales funnel are accurately tracked.
• Operational Communication: Communicate directly with Sales and Operations regarding upcoming customer visits and scheduled travel plans.
• Industry Thought Leadership: Act as a "Transportation Thought Leader" by staying well-informed on industry news and ensuring clients are up-to-date on the transportation and logistics environment, regulatory changes, and their impacts.
• Brand Representation: Attend transportation/logistics conferences as needed to provide valuable insights and connections, leading effectively in the transportation landscape and representing the Werner brand professionally.
• Strategy & Diversification: Assist with Werner’s go-to-market strategy and revenue diversification efforts.
• Cross-Functional Collaboration: Partner with internal functional areas—including Marketing, Pricing, Technology, and Operations—to identify strategic opportunities, champion those initiatives, and collaborate to develop tailored client solutions.
• Perform other duties as assigned by supervisory personnel.

Responsibilities

• New Business Development & Logo Hunting: Dedicate a large portion of time to active outbound hunting for new intermodal logos for Werner. Successfully lead new business development efforts through aggressive cold calling, targeted emailing, and proactive prospecting to secure new sales contracts.
• Executive Engagement: Engage directly with transportation and supply chain executives at target shippers to represent Werner's intermodal capabilities and drive new business development efforts.
• Rail Provider Relationships: Grow and maintain strategic relationships with Class I rail providers, such as Union Pacific (UP), to optimize intermodal capacity, service consistency, and competitive pricing.
• Truckload Conversion Collaboration: Collaborate closely with Werner Account Executives and Account Management teams on active client accounts to identify and capture high-potential truckload-to-intermodal conversion opportunities.
• Prospecting & Lead Generation: Discover and pursue new leads, relationships, and business opportunities with new companies outside of the existing Werner portfolio through structured prospecting, networking, and referrals.
• RFP & Pricing Strategy: Champion key RFPs and customer pricing requests submitted by Account Executives within assigned specialist territories, including helping to define the commercial strategy and tailored solution for the client.
• CRM Data Integrity: Maintain commercial data integrity in Salesforce CRM (to be reviewed by Sales and Operations Management), ensuring all opportunities at various stages of the sales funnel are accurately tracked.
• Operational Communication: Communicate directly with Sales and Operations regarding upcoming customer visits and scheduled travel plans.
• Industry Thought Leadership: Act as a "Transportation Thought Leader" by staying well-informed on industry news and ensuring clients are up-to-date on the transportation and logistics environment, regulatory changes, and their impacts.
• Brand Representation: Attend transportation/logistics conferences as needed to provide valuable insights and connections, leading effectively in the transportation landscape and representing the Werner brand professionally.
• Strategy & Diversification: Assist with Werner’s go-to-market strategy and revenue diversification efforts.
• Cross-Functional Collaboration: Partner with internal functional areas—including Marketing, Pricing, Technology, and Operations—to identify strategic opportunities, champion those initiatives, and collaborate to develop tailored client solutions.
• Perform other duties as assigned by supervisory personnel.

Qualifications

• A minimum of a Bachelor's Degree from an accredited college or university in Business Administration, with an emphasis in Management, Transportation/Logistics, or equivalent experience.
• Five or more years of transportation sales experience.
• Competent in Google Suite.
• Contract Negotiation: Ability to negotiate and close complex intermodal transportation contracts.
• Self-starter who excels in a fast-paced environment.
• Leader with a proven ability to advise customers and stakeholders.
• Proven track record of identifying and closing new business deals in a competitive market/environment.
• Knowledge of transportation general practices and terminology.
• Ability to manage multiple projects and meet strict deadlines.
• Excellent decision-making, communication, and organizational skills.
• Ability to travel 30% of the time.
• Intermodal experience preferred.
• Salesforce CRM experience preferred.

We know benefits are critical and we are committed to offering comprehensive and affordable options for you and your loved ones. This position is eligible for benefits, which include medical, dental and vision plans. We also offer a 401(k) plan, stock purchase plan, paid time off, life insurance, disability plans and other optional supplemental coverage.

Werner Enterprises provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, genetic information or veteran status or other status protected by law. We encourage applicants of all ages as we do not discriminate on the basis of an applicant's age.