Strategic Account Executive – 3PL & General Commodity

Xpress Global Systems (XGS); Chattanooga (TN); On-site; USD 230,000 - 270,000; Full time

Job summary

Xpress Global Systems (XGS) in Chattanooga, TN is seeking an experienced Strategic Account Executive for 3PL and general commodity markets. You will develop key client relationships within strategic accounts and implement business development strategies to grow share and profitability across assigned groups.

This role requires 5-7 years of commercial sales experience, strong deal-structuring, CRM skills (HubSpot preferred), and 50% travel. OTE will be $250K+.

Qualifications

• Minimum of 5-7 years’ commercial experience in logistics, distribution, and/or operations with a strong understanding of Supply Chain Solutions.
• Proven ability to develop long-term strategic relationships with C-level decision makers.
• Demonstrated understanding and application of complex sales techniques and large-scale deal closing.
• CRM experience; HubSpot preferred.

Responsibilities

• Maintain and strengthen sales relationships, identify opportunities to grow targeted accounts and generate incremental business.
• Consistently meet/exceed assigned annual revenue growth targets.
• Coordinate with Operations and support teams to deliver customer solutions and onboarding.
• Prepare pricing requests, proposals and execute sales contracts; maintain professional relationships with customers.

Skills

Sales & business development

CRM experience

C-level relationships

Negotiation skills

Tools

HubSpot CRM

Job description

Overview

At Xpress Global Systems (XGS), we are

Overview

At Xpress Global Systems (XGS), we are Delivering a World of Difference, One Truck Load at a Time. We are looking for hardworking, intelligent people with a relentless dedication to safety, quality, and customer service.

The Stratefic Account Executive - 3PL & General Commodity

is responsible for developing key client relationships within an assigned group of strategic accounts and implementing business development strategies to maximize our share/position within these accounts.

Pay: OTE will be $250K+

Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Maintain and strengthen sales relationships, identify opportunities to grow targeted accounts and generate incremental business, recommend service modifications to better meet customer needs, ensure service standards are consistently met, resolve customer issues, and confirm contract changes and rates are accurate.
• Consistently meet/exceed assigned annual revenue growth targets.
• Communicate with and coordinate with Operations and other support teams to accomplish the work required to generate business.
• Maintain activity in Customer Relationship Management (CRM) and develop an actionable sales pipeline for growth.
• Prepare and present powerful, persuasive sales presentations that effectively demonstrate the value proposition of XGS' solutions.
• Promote and leverage the XGS Value Proposition and Commercial Strategy to support profitable growth that meets or exceeds established sales goals.
• Work effectively with Operations, Customer Support, and other decision makers, to develop and implement successful onboarding and customer alignment.
• Prepare requests for pricing and proposals and execute sales contracts. Establish and maintain professional relationships with current and prospective customers.
• Prepare paperwork to activate and maintain contract services.
• Identify customer problems and provide customer solutions.
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
• Participate in marketing events such as seminars, trade shows, and sales blitz events as required.
• Prepare and give business reviews and presentations to the Commercial Team and Senior Leadership as needed
• Follow-up for collection of payment as required
• Other duties as assigned
• 50% travel (air + car) including overnight stays in certain markets

Qualifications

• Minimum of 5-7 years’ commercial experience, preferably with a logistics, distribution, and/or operations background & strong understanding of Supply Chain Solutions
• Prior sales or industry experience within the floor covering and/or builders’ market is a plus.
• Demonstrated understanding and application of complex sales techniques and track record creating, negotiating, and closing large scale deals
• Proven ability to develop long-term strategic relationships with C-Level decision makers
• CRM experience; preferably with HubSpot

PHYSICAL AND MENTAL REQUIREMENTS

• Integrity & Culture Leadership – Demonstrates strong integrity and professionalism in all interactions with customers, internal teams, and business partners. Serves as a positive contributor to company culture by fostering a collaborative, respectful, and solution-oriented work environment while representing the organization with honesty and accountability.
• High Motor / Driven Mindset – Possesses a high level of energy, initiative, and curiosity with a strong internal drive to succeed. Demonstrates an intuitive and inquisitive approach to problem-solving, actively seeking opportunities to grow business, improve processes, and deliver value to customers within a fast-paced logistics and sales environment.
• Goal Oriented- Has written business goals, has written strategic plan, identifies compelling goals and is committed to them, knows what must be done and why, has a developed action plan and follow the action plan, has determined possible obstacles and has a plan to deal with the obstacles, has check points and frequent debriefs, and continuously monitors performance in sales wins.
• Self-Directed- Is passionate about learning and growing. Takes responsibility for own success, doesn't externalize, accepts challenges, does not take "no" as failure, but as an opportunity to succeed.
• Strong Communications Skills- Creates and sustains ongoing forums that encourage two-way communication opportunities; demonstrates and promotes positive prospects, client, and work relationships; proactively addresses and manages conflict and disputes; works to achieve transparency and collaboration.
• Presentation Skills- Strong group presentation skills including PowerPoint and written proposals. Writes clearly and informatively; Presents numerical data effectively; Able to read and interpret written information.
• Character- Demonstrates unquestionable integrity in every aspect of work and dealing with others; Consistently models desired behaviors and values established by the company; Respects diversity of perspective in discussions and demonstrates an inclusive style; Demonstrates concerns for job safety for self and others.
• Sales Acumen- Has proven Sales experience with high profile targets within various markets. Understands fully and is comfortable discussing/analyzing the market economics and competitive landscape. Asks thoughtful questions, displays effective listening, demonstrates product value; Is tenacious, maintains continuous contact with prospects and clients to establish need(s); Demonstrates effectiveness in linking product features/benefits to prospect or client needs.
• Collaboration- Effectively builds and maintains partnerships with clients, prospects, and internal stakeholders at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately. Communicates and shares information with candor that builds trust and enhances relationships.
• Administrative Management- Continuously manages administrative functions to ensure quality and timeliness, manages accurate and timely sales activity and performance reports, analyses report data to project trends and build forecasts, maintains accurate and complete prospect and client database.

We are a company that strives to bring our people together for open collaboration, development and growth, regular celebrations while supporting and building stronger communities in which we serve.

ENVIRONMENT

Most work is conducted in a comfortable office environment but exposure to site conditions may also occur. Personal protective equipment must be worn in all areas as required. Although the work usually is not considered inherently dangerous, we must be careful while performing onsite services.

This job description is not intended to be all-inclusive, and the employee will also perform other reasonably related business duties as assigned by immediate supervisor and other management as required. XGS reserves the right to revise or change duties as the need arises. This job description does not constitute a written or implied contract of employment.