Senior Sales Executive

Role Overview

• Prospecting new shippers in targeted industries and regions.
• Securing new business opportunities through consistent outreach, relationship building, and solution-based selling.
• Growing existing accounts by deepening relationships, expanding wallet share, and ensuring customers are leveraging the full suite of Patterson’s logistics services.
• Identify, research, and pursue prospective shippers in line with Patterson’s target customer profile.
• Leverage prospecting tools (ZoomInfo, LinkedIn Sales Navigator, industry directories, networking) to build a healthy pipeline.
• Conduct high-volume, high-quality outreach via phone, email, LinkedIn, and industry events.
• Qualify prospects by understanding freight profile, pain points, and decision-making processes.
• Deliver compelling sales presentations and proposals tailored to customer needs.
• Close new shipper accounts, achieving monthly and quarterly sales targets.
• Serve as a trusted advisor for existing shippers, proactively identifying opportunities to expand services (lanes, modes, geographies).
• Conduct quarterly business reviews (QBRs) with top accounts to align KPIs and growth opportunities.
• Partner with operations and carrier sales teams to ensure service excellence, issue resolution, and consistent customer satisfaction.
• Monitor customer freight spend, margin, and service levels to identify trends and risks.
• Provide regular feedback to leadership and marketing teams on market trends, competitive intelligence, and shipper needs.
• Collaborate with operations to develop custom solutions and pricing strategies.
• Represent Patterson Companies at industry events, trade shows, and networking opportunities.
• Travel to meet with key customers as needed.

Requirements

• Proven success in transportation/logistics sales (3–5+ years), ideally with a book of business or shipper relationships.
• Strong understanding of full truckload (FTL), less-than-truckload (LTL), reefer, flatbed, and intermodal services.
• Excellent communication, presentation, and negotiation skills.
• Hunter mentality with resilience and persistence in prospecting.
• Ability to manage both new business acquisition and account expansion.
• CRM experience (HubSpot, McLeod, etc.) and comfort with prospecting platforms (ZoomInfo, LinkedIn Sales Navigator).
• Highly organized with the ability to manage multiple opportunities simultaneously.
• Strong business acumen and ability to craft customer-focused solutions.

Benefits

• Full benefits package (medical, dental, vision, 401k)