Logistics Sales Representative

Job Description

Job Description

Summary

IRH is seeking a driven Logistics Sales Representative to develop new business and expand existing customer relationships within the specialized transportation and industrial services markets. This position will focus on customers requiring dependable, project-driven logistics solutions, including heavy haul, oversized and overweight freight, dedicated transportation, project cargo, and specialized equipment.

The ideal candidate understands that selling specialized logistics requires more than quoting freight. This role must evaluate each customer’s operational needs, identify risks, coordinate with the operations team, and develop transportation solutions that can be executed safely, reliably, and profitably.

Target Market

The Logistics Sales Representative will focus primarily on customers and projects within:

• Heavy haul and specialized transportation
• Oversized and overweight freight
• Industrial manufacturing and equipment
• Electrical and power-generation equipment
• Renewable energy and utility projects
• Data center and infrastructure construction
• EPC contractors and major construction projects
• Machinery moving, rigging, and millwright-related transportation
• Dedicated fleet and recurring transportation programs
• Project cargo requiring specialized trailers, routing, permitting, pilot cars, or coordinated delivery
• General freight opportunities that support broader customer relationships

The primary territory will include the Mountain West, Pacific Northwest, and Southwest, with the ability to pursue strategic opportunities throughout the United States.

Essential Duties and Responsibilities

• Identify and develop new customers within specialized transportation, industrial manufacturing, construction, energy, utility, and project cargo markets.
• Build and maintain a qualified sales pipeline through prospecting, referrals, industry relationships, job-site intelligence, networking, and customer visits.
• Develop relationships with logistics managers, project managers, procurement teams, plant managers, contractors, and executive decision-makers.
• Meet with customers to understand project schedules, equipment dimensions, weights, declared cargo values, delivery requirements, site restrictions, and operational risks.
• Work closely with operations, dispatch, safety, and leadership to develop safe and executable transportation plans.
• Prepare professional quotes and proposals covering transportation, permits, escorts, specialized equipment, insurance requirements, standby, storage, and other project-related services.
• Promote the company’s asset-based transportation capabilities while using brokerage resources to provide additional capacity and support.
• Identify opportunities to self-perform high-value freight using company-owned tractors and specialized trailers.
• Cross-sell related company services, including crane services, rigging, machinery moving, millwrighting, warehousing, and project support.
• Maintain regular communication with customers throughout the sales and project lifecycle.
• Conduct job walks, customer visits, and project planning meetings when necessary.
• Negotiate pricing and contract terms while protecting company margins and operational requirements.
• Ensure opportunities are properly handed off to operations with complete and accurate shipment information.
• Maintain accurate records of prospects, customer activity, quotes, projected revenue, and follow-up commitments.
• Monitor market activity, major projects, industry developments, and competitor capabilities.
• Assist with resolving customer concerns while maintaining strong, long-term relationships.
• Meet established goals for revenue, gross margin, new customer acquisition, customer retention, and sales activity.

Required Qualifications

• Two or more years of experience in logistics sales, transportation sales, heavy haul, industrial services, construction services, or a related business-to-business sales role.
• Demonstrated ability to prospect, develop relationships, and close new business.
• Strong understanding of transportation pricing, capacity, and customer service expectations.
• Ability to understand equipment dimensions, weights, schedules, cargo values, and job-site requirements.
• Strong written and verbal communication skills.
• Ability to prepare clear, accurate, and professional quotes and proposals.
• Strong organizational skills with the ability to manage multiple opportunities and deadlines.
• Willingness to travel for customer meetings, site visits, and industry events.
• Proficiency with CRM systems and Microsoft Office applications.
• Valid driver’s license and acceptable driving record.

Preferred Qualifications

• Existing relationships within industrial manufacturing, utilities, renewable energy, infrastructure, data centers, construction, or EPC markets.
• Experience selling heavy haul, oversized transportation, project cargo, dedicated fleet services, or specialized trailers.
• Familiarity with permitting, route surveys, pilot cars, crane and rigging services, and project-site coordination.
• Experience working with both company-owned assets and outside carrier capacity.
• Knowledge of cargo insurance requirements and risk management for high-value freight.

Key Competencies

• Consultative and solutions-oriented selling
• Business development and prospecting
• Relationship management
• Commercial awareness and margin discipline
• Technical curiosity
• Operational understanding
• Accountability and follow-through
• Clear and proactive communication
• Negotiation and problem-solving
• Ability to work effectively across sales and operations

Performance Expectations

Success in this role will be measured by:

• New qualified opportunities added to the sales pipeline
• New customers acquired
• Revenue and gross margin generated
• Growth within existing accounts
• Percentage of business aligned with company-owned equipment and specialized capabilities
• Quote-to-award conversion rate
• Customer retention and repeat business
• Accuracy and quality of sales-to-operations handoffs
• Consistent CRM activity and sales forecasting

What Success Looks Like

A successful Logistics Sales Representative will build long-term customer relationships by understanding each project, presenting the right solution, and setting clear expectations. This individual will help grow IRH / Omega Morgan into a stronger asset-based transportation company supported by brokerage capacity, while positioning the broader organization as a complete partner for specialized transportation, heavy lift, rigging, machinery moving, and industrial project execution.