Senior National Account Executive, Transportation Sales

Giltner Transportation; Fayetteville (AR); On-site; USD 100,000 - 170,000; Full time

Job summary

Giltner Transportation in Fayetteville, AR seeks an experienced Transportation Sales Executive to own the full new-business cycle, prospect large national shippers, and drive measurable revenue.

You will hunt, cold-call 75–100 daily, build a lasting pipeline, and coordinate with leadership to craft competitive freight solutions for complex enterprise accounts.

This role requires 10+ years of B2B transportation sales, strong negotiation, and the ability to travel nationwide while working onsite.

Qualifications

• Minimum of 10 years of direct B2B sales experience within transportation, freight brokerage, 3PL, logistics, or related transport services.
• Proven history of generating net-new business through cold calling, outbound prospecting, networking and referrals.
• Demonstrated success closing large national, enterprise, or complex corporate transportation accounts.
• Experience selling transportation services to senior-level decision-makers (directors, VPs, C-suite).
• Strong experience navigating large corporate organizations with multiple stakeholders.
• Experience with transportation RFPs, RFQs, and formal procurement processes.

Responsibilities

• Own the full new-business sales cycle from prospecting to contract execution and customer launch.
• Build a self-generated pipeline of large national and enterprise-level shippers.
• Maintain high outbound activity, including 75–100 targeted calls daily when needed.
• Develop relationships with senior decision-makers and multiple stakeholders.
• Coordinate with leadership, pricing, and operations to craft competitive freight solutions.
• Prepare and present proposals to prospective customers, negotiate terms, and close deals.
• Manage long, complex sales cycles and ensure follow-up through decision.
• Travel to prospect and customer locations as required; work onsite in Fayetteville, AR.

Skills

Hunter mentality

Cold calling

Pipeline development

Enterprise sales

CRM proficiency

Negotiation

Education

Bachelor's degree in Business, Supply Chain, Logistics, Transportation, Marketing, or related field

Job description

10+ YEARS TRANSPORTATION SALES EXPERIENCE REQUIRED

Responsibilities

• Own the full new-business sales cycle, from initial prospecting and cold outreach through discovery, proposal, negotiation, contract execution, and customer launch.
• Build a self-generated pipeline of large national and enterprise-level shippers. This is a true hunter position and will not rely primarily on inbound leads or company-provided opportunities.
• Maintain a high level of daily outbound prospecting activity, including the willingness and discipline to make 75 to 100 targeted outbound calls in a day when necessary to build and maintain a strong pipeline.
• Identify, research, and pursue companies with significant transportation spend and long-term revenue potential.
• Cold call and prospect into Transportation, Logistics, Supply Chain, Procurement, Operations, Finance, and executive leadership.
• Develop relationships with senior decision-makers, including Transportation Managers, Directors of Logistics, Vice Presidents of Supply Chain, Procurement executives, COOs, CFOs, and other C-suite leaders.
• Navigate complex corporate organizations, identify the individuals who influence transportation decisions, and build relationships with multiple stakeholders within each target account.
• Conduct detailed discovery conversations to understand freight volume, lanes, transportation modes, service requirements, current provider relationships, pain points, procurement processes, and opportunities for improvement.
• Position Avid Holdings and Giltner Transportation as long-term transportation partners rather than simply another freight brokerage quoting individual loads.
• Generate opportunities to participate in transportation RFPs, RFQs, contract bids, routing-guide opportunities, and other formal procurement processes.
• Work closely with company leadership, pricing, and operations to develop competitive transportation solutions that can win significant business while maintaining acceptable profitability.
• Prepare and present proposals to prospective customers, including executive-level presentations when appropriate.
• Negotiate pricing, commercial terms, service expectations, and transportation agreements with sophisticated corporate buyers.
• Manage long and complex enterprise sales cycles that may range from several months to multiple years while continuing to generate new opportunities.
• Maintain consistent follow-up with prospects throughout the sales process and remain engaged with long-term opportunities until a decision is reached.
• Travel to prospect and customer locations when face-to-face meetings can help advance or close an opportunity.
• Represent the company professionally at selected transportation, supply-chain, manufacturing, and industry events when appropriate.
• Maintain accurate prospecting activity, contact information, opportunity stages, expected revenue, follow-up dates, sales forecasts, and pipeline information in the company’s CRM.
• Provide leadership with clear and realistic visibility into the sales pipeline, including qualified opportunities, expected close dates, anticipated revenue, and potential gross profit.
• Coordinate the commercial handoff of newly acquired customers to the operations team once the business has been sold and successfully onboarded.
• Remain involved during the initial customer launch when necessary to ensure commitments made during the sales process are clearly communicated to operations.
• Continue identifying additional revenue opportunities within newly acquired national accounts while allowing the operations team to manage the day-to-day execution of the freight.
• Spend the majority of working time focused on prospecting, relationship development, sales meetings, pipeline development, and closing new business.
• Work onsite from our Fayetteville, Arkansas office and collaborate directly with company leadership, pricing, and operations teams.
• Be accountable for measurable new customer acquisition, new revenue, new gross profit, qualified pipeline growth, and overall sales production.

Qualifications

• Minimum of 10 years of direct B2B sales experience within transportation, freight brokerage, 3PL, logistics, or a closely related transportation-services environment.
• Proven history of generating net-new business through cold calling, outbound prospecting, networking, referrals, and other self-generated sales activity.
• Demonstrated success closing large national, enterprise, or complex corporate transportation accounts.
• Verifiable track record of personally taking opportunities from initial prospecting through discovery, proposal, negotiation, contract execution, and close.
• Experience selling transportation services to senior-level decision-makers, including Directors, Vice Presidents, Procurement leaders, Supply Chain executives, COOs, CFOs, and other C-suite executives.
• Strong experience navigating large corporate organizations and developing relationships with multiple stakeholders involved in transportation and procurement decisions.
• Proven ability to build and maintain a substantial sales pipeline without depending primarily on inbound leads or company-generated opportunities.
• Extensive cold-calling experience and demonstrated comfort working in a high-activity, phone-first sales environment.
• Ability and willingness to consistently conduct high-volume outbound prospecting, including 75 to 100 targeted calls in a day when necessary to build pipeline.
• Experience selling into long and complex sales cycles, including opportunities that may require six months or longer to develop and close.
• Experience with transportation RFPs, RFQs, contract bids, routing-guide opportunities, and formal corporate procurement processes.
• Strong understanding of truckload transportation, freight brokerage, transportation pricing, market conditions, and the financial fundamentals of profitable freight.
• Ability to sell value and service rather than relying exclusively on price to win business.
• Strong negotiation skills and experience negotiating commercial terms with sophisticated corporate buyers.
• Excellent verbal communication skills, particularly over the phone and in executive-level sales conversations.
• Strong written communication and presentation skills.
• Professional presence and the ability to confidently represent the company in meetings with senior executives and large corporate customers.
• Highly self-motivated, competitive, persistent, and comfortable being measured against clearly defined sales activity and production goals.
• Strong organizational and follow-up skills, with the ability to manage a large number of prospects and opportunities simultaneously.
• Experience using a CRM system to manage prospect activity, opportunities, follow-up, pipeline, forecasting, and sales reporting.
• Ability to work onsite full-time from our Fayetteville, Arkansas office.
• Willingness to travel throughout the United States for prospect meetings, customer meetings, industry events, and other sales opportunities as needed.
• Bachelor's degree in Business, Supply Chain, Logistics, Transportation, Marketing, or a related field is preferred, but not required. Significant proven transportation sales experience may be considered in place of formal education.
• Must be legally authorized to work in the United States.