Overview
This is a true new-logo acquisition role. You will own the full sales cycle from first outreach to contract execution, building long-term partnerships with major shippers across CPG, Manufacturing, Retail, and adjacent verticals. If you thrive in an environment that rewards initiative, deal-making, and competitive drive—this role was built for you.
Responsibilities
Pipeline Development & Prospecting
- Self-generate a qualified pipeline of Fortune 1000 and large mid-market shippers through outbound prospecting, referrals, and industry networking.
- Strategically follow up on inbound marketing-qualified leads to accelerate pipeline velocity.
- Represent PLS at industry conferences, trade shows, and shipper networking events to build brand presence and relationships.
Sales Execution
- Own the full sales cycle—from first capabilities call through contract execution and first shipment.
- Convert decision-maker meetings into active RFP invitations and long-term strategic partnerships.
- Navigate multi-stakeholder environments including procurement, supply chain, logistics, and C-suite executives.
- Develop and execute account penetration strategies tailored to each prospect’s supply chain complexity and shipping profile.
- Drive “base-hit” early wins within large accounts to establish relationships and accelerate full-program revenue.
Collaboration & Execution
- Partner closely with internal pricing, operations, and carrier management teams to build competitive, winning proposals.
- Lead a seamless onboarding experience for new clients—setting expectations, coordinating handoffs, and ensuring first-shipment success.
- Maintain expert-level fluency in PLS’s service offerings, technology platform, and competitive differentiation.
Reporting & Pipeline Management
- Maintain accurate, up-to-date pipeline data in CRM—tracking activities, deal stages, revenue projections, and close timelines.
- Report weekly on pipeline health, new logo progress, and revenue performance against targets.
Qualifications
- 5+ years of enterprise or national accounts sales experience, ideally in freight brokerage, 3PL, transportation, or supply chain solutions.
- Demonstrated track record as a hunter—consistently sourcing and closing net-new logos in complex, long-cycle sales environments.
- Experience navigating multi-level selling within large organizations (VP/Director of Supply Chain, Procurement, C-suite).
- Working knowledge of RFP processes, bid strategy, and enterprise contract structures.
- Familiarity with supply chain KPIs—on-time pickup/delivery, carrier compliance, cost-per-mile, mode optimization.
- Strong command of CRM tools (Salesforce, HubSpot, or equivalent) for pipeline management and forecasting.
- Exceptional communication, executive presence, and presentation skills.
- Highly competitive, self-motivated, and disciplined—able to manage long sales cycles without losing urgency or momentum.
- Bachelor’s degree in Business, Supply Chain, Logistics, or related field preferred; equivalent experience accepted.
Compensation & Benefits
PLS offers a competitive base salary plus uncapped commission structure designed to reward high performance. Additional benefits include:
- Uncapped commission with accelerators for over-target performance
- Medical, dental, and vision insurance
- 401(k) with company match
- Paid time off and company holidays
- Expense account for travel and client entertainment
- Access to PLS’s proprietary technology platform and data tools
