Senior Sales Executive

Company: Patterson Companies

Location: Plant City, FL/remote

Department: Sales - Transportation & Logistics

Reports To: Senior Leadership


About Patterson Companies

Patterson Companies is a trusted logistics provider delivering reliable, customer-focused solutions across North America. We pride ourselves on being a small but mighty team that pairs deep industry expertise with a flexible, customer-first approach. We serve shippers across diverse industries with customized transportation solutions that emphasize service, communication, and execution.

As we continue to grow, we're seeking a results-driven Senior Sales Executive to expand our customer base, strengthen relationships, and help scale Patterson's presence in the transportation and logistics marketplace.

Position Summary

The Senior Sales Executive is responsible for driving top-line revenue growth by:

1. Prospecting new shippers in targeted industries and regions.
2. Securing new business opportunities through consistent outreach, relationship building, and solution-based selling.
3. Growing existing accounts by deepening relationships, expanding wallet share, and ensuring customers are leveraging the full suite of Patterson's logistics services.

This role requires a hunter mentality with the ability to cultivate leads, convert opportunities into long-term customers, and manage ongoing account growth.

Key Responsibilities

New Business Development (60%)

• 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.

Account Growth & Retention (30%)

• 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.

Collaboration & Market Development (10%)

• 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.

Performance Objectives / Weekly Goals

To ensure accountability and alignment, the Senior Sales Executive will be expected to achieve:

• 100+ outbound activities per week (calls, emails, LinkedIn touches).
• 5-10 new prospect conversations per week leading to qualified discovery meetings.
• 3-5 qualified new shipper opportunities added to the pipeline weekly.
• 1-2 formal proposals or bids submitted weekly.
• Consistent pipeline growth with a focus on advancing opportunities through each sales stage.
• Quarterly account reviews with top 5-10 existing customers.

Requirements

Required Skills & Competencies

• 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.

Education & Experience

• Bachelor's degree in business, Supply Chain, Marketing, or related field preferred (or equivalent logistics experience).
• Minimum 3-5 years in freight brokerage, 3PL sales, or transportation services.
• Documented track record of meeting/exceeding revenue and margin goals.

Why Join Patterson Companies?

• Competitive base salary + uncapped commission structure.
• Full benefits package (medical, dental, vision, 401k).
• Entrepreneurial environment where your impact is seen and rewarded.
• Opportunity to build and grow alongside a high-performing, relationship-driven team.
• Flexibility and autonomy to manage your territory and customer relationships.