Sr. Brokerage Sales Executive

KTM Kenco Transportation Management, LLC; Chattanooga (TN); On-site; USD 110,000 - 140,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

401(k)

Paid Time Off

Holidays

Job summary

Kenco Logistics in Chattanooga, TN seeks a Senior Sales Executive to secure and onboard transportation service revenues by managing the full sales cycle—from prospecting to closing. This role requires substantial travel and will engage larger customers with tailored supply chain solutions.

You will lead deal teams, collaborate with pricing and operations, and act as a trusted advisor to customers, building relationships, forecasting revenue, and driving market growth while maintaining high

Qualifications

• Bachelor’s Degree in relevant field or equivalent number of years of experience required.
• 5-9 years of experience in logistics and/or supply chain management required.
• 5-9 years of experience in sales/account/solutions management of third-party logistics, with a focus on transportation solutions and consultative sales process preferred.
• Demonstrated ability to attain customer revenue performance goals over several consecutive years.
• Experience with TMS, SaaS, BI systems, and the 3PL competitive landscape and domestic transportation modes.
• Proficiency with consultative sales cycle, business development, and project management.
• Proven and sustained ability to meet revenue goals and act as trusted advisor.
• Strong written and oral communication skills to lead meetings with mid and executive stakeholders.

Responsibilities

• Secure and onboard transportation service revenues by managing the full sales cycle.
• Identify new opportunities and sell supply chain solutions.
• Lead deal teams with pricing, capacity, and administrative support.
• Build and maintain relationships with prospective and existing customers.
• Travel substantially, meeting potential customers in person and virtually.
• Prepare reports and analyses to inform customers on transportation performance and impact to their supply chain.
• Collaborate with pricing, yield, and operations teams to craft customer-centric solutions.
• Serve as primary contact for sales negotiations and customer onboarding.

Skills

Sales strategy

Negotiation

Relationship management

Public speaking

Travel readiness

Education

Bachelor’s degree or equivalent experience

Tools

TMS

SaaS

BI systems

CRM

Microsoft Office

Job description

At Kenco Logistics, you’re more than just a team member—you’re part of a company that values innovation, integrity, and a strong commitment to its people. As one of the leading 3PL providers in the U.S., Kenco offers a dynamic and supportive work environment where your ideas matter and your growth is a priority. With a focus on safety, sustainability, and continuous improvement, Kenco empowers employees to make a real impact in the supply chain industry while building rewarding careers. Join a company where your contributions help move the world forward—one shipment at a time.

Role Overview

Functions Responsible for securing and onboarding transportation service revenues by managing the full sales cycle (Prospect - Discovery - Propose - Close). This includes identifying new opportunities, selling supply chain solutions and building/maintaining strong relationships. Substantial travel will be required, with expectation of being primarily engaged away from Company offices in fulfillment of the role. Implementation and customer Account Management functions will be performed by supporting customer-facing roles. Relied upon to work independently and exercise judgment on a wide range of topics including sales strategies to pursue, potential customers to develop, and pricing terms - with ultimate authority to use discretion in accepting or rejecting terms and deals. Lead and mentor the sales team as a Senior Sales Executive, driving sales strategies, achieving targets, and fostering a high-performance culture to exceed company goals. Meet and drive key sales performance metrics tied to each stage of the customer acquisition process. Drive revenue growth through understanding customer needs to maximize conversions. Develop and maintain sales plans, analyze customer supply chains, and provide customized solutions using mode, technology, and capacity insights. Serve as a subject matter expert when representing their customer’s supply chains within Kenco. Record and maintain all pipeline activity in the organization’s CRM. Lead Deal Team collaboration with pricing, capacity, and administrative support teams to successfully lead a customer through internal processes to win new business. Conduct industry, target customer and competitor research and analysis to serve as a subject matter expert during prospecting activities. Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals; engaging decision makers in larger sized businesses. Meet virtually and in-person with potential and dormant customers to provide market insights, Kenco’s capabilities, propose solutions, develop relationships, and stimulate demand with larger-sized businesses. Constantly refine sales processes for areas of improvement and efficiency to streamline the sales cycle, develop 3x3 relationships, and grow business revenues. Work in partnership with our pricing and yield team to create complex and value differentiating customer centric solutions that highlight qualitative and quantitative benefits. Serve as the primary contact for sales and contract negotiations, continuously working to ensure a seamless implementation and initial customer experience. Prepare custom reports and analysis that educate and inform customers on the performance of their transportation metrics, and how they impact the customer’s supply chain. Advocate for and lead monthly or quarterly business reviews as required. Partner and collaborate with all business and support functions of the organization to accomplish individual shipment count and revenue objectives. Provide clear, honest, and proactive communication to customers and your team while executing the company’s go-to-market strategy for transportation services. Serve as an effective ambassador for the Company and its services through sales visits, marketing events, and transportation industry functions.

Qualifications

• Bachelor’s Degree in relevant field or equivalent number of years of experience required
• 5-9 years of experience in logistics and/or supply chain management required
• 5-9 years of experience in sales/account/solutions management of third-party logistics, with a focus on transportation solutions and understanding of the consultative sales process, preferred
• Demonstrated ability to attain customer revenue performance goals over several consecutive years
• Work effectively in an out-of-office setting
• Experience with TMS, SaaS, BI systems, and the 3PL competitive landscape - as well as all domestic modes of transportation and how to overcome common sales objections during the sales cycle
• Proficiency with the consultative sales cycle, selling techniques, business development, and project management
• Proven and sustained ability to meet revenue goals, commercialize solutions based on customer needs, and act as a trusted advisor
• Strong written and oral communication skills with the ability to lead meetings and make presentations to mid and executive-level stakeholders
• Self-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitability
• Experience managing negotiations, handling legal matters, and setting up service contracts with financial acumen
• Comfort in working independently and making decisions
• Proficient in Microsoft Office Suite of programs

Competencies

• Business Acumen - Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization.
• Communicate for Impact - Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of pipeline opportunities for which you are responsible.
• Managing Transitions / Change Management - Effectively plans, manages and communicates changes in processes with appropriate stakeholders.
• Influencing Others - Can quickly find common ground and can solve problems for the good of the organization with a minimal amount of noise. Authentically gains trust and support of peers.
• Relationship Management - Building and maintaining relationships with internal partners to successfully complete projects and organizational objectives.
• Strategic Agility - Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.

Travel Requirements

This position is expected to travel a substantial amount. A passport is not required but recommended.

Benefits

• Medical insurance including HSA, HRA and FSA accounts
• Supplemental insurance including critical illness, hospital indemnity, accidental injury
• Dental Insurance
• Vision Insurance
• Basic Life and Supplemental Life
• Short Term and Long Term Disability
• Paid Parental Leave
• 401(k)
• Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
• Employer Paid Holidays- 10 days

Company Culture

Kenco strives to provide a supportive, professional environment for all employees. As a part of Kenco, we expect our team to uphold our three key pillars: be honest, serve, and get better. Each should strive for operational excellence, pursue innovation, and want to grow with our company. Kenco Group is an Equal-Opportunity Employer. All employees and applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability, or any other characteristic protected by law. Please click the image to download the EEOC Know Your Rights; Discrimination is Illegal posting. For California residents please enter or copy/paste the address below into your address bar Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c) For California residents – please enter or copy/paste the address below into your address bar to review an important notice regarding Kenco’s privacy policy. https://www.kencogroup.com/ccpa-notice-at-collection-for-employees-and-applicants/ Kenco is a Great Place to Work® certified company, a recognition driven by the feedback and experiences of our associates and one that reflects our people-first culture. Every day, our people push our business forward. Our dedicated workforce has been a cornerstone of our culture and an essential part of what makes Kenco so special. From the distribution floor to the boardroom, we are committed to inclusivity in our workforce, ensuring every one of our associates is empowered to have their voices heard. Through our diverse backgrounds, we’re able to leverage the strengths of every team member to devise creative solutions to any on- and off-site challenge - making Kenco a unified community where our people can grow together and make us stronger every day.