Sr. Sales Executive

Job Description

Job Description

Description:

Heartland Logistics Group is seeking a high-energy, self-motivated Sr. Sales Executive to drive new business development and expand our customer base across the Kansas City metro and regional markets. This is a field-based, hunter role will you will be in front of customers, at their docks, in their offices, and at industry events, building the kinds of relationships that turn into long-term partnerships.

As an Sr. Sales Executive, build your book, and play a direct role in the growth and direction of the company. You will work closely with our inside sales, carrier, and operations teams to ensure we deliver on every promise we make to our customers. This role is for someone who takes pride in their craft, is driven by results, and wants to be part of something they helped build.

Responsibilities include, but are not limited to:

New Business Development & Territory Management

• Identify, target, and pursue new shipper accounts through in-person prospecting, cold calling, email outreach, LinkedIn, and networking events.

• Develop and execute a territory sales plan aligned with company growth objectives and revenue targets.

• Build and manage a strong, active pipeline of prospective customers in the CRM.

• Conduct in-person meetings, site visits, and dock walks to understand customer freight needs and build trust.

• Represent Heartland Logistics Group at industry events, trade shows, and customer-facing networking opportunities.

Customer Relationship Management

• Develop and maintain strong, long-term relationships with new and existing customers as a trusted logistics partner.

• Understand each customer’s supply chain, freight requirements, and business objectives — then deliver solutions that fit.

• Leverage market knowledge and freight trends to provide strategic, cost-effective logistics recommendations.

• Proactively communicate with customers on shipment status, market conditions, and opportunities to improve service.

• Follow up on lapsed relationships and past accounts to re-engage and win back lost business.

Pricing, Negotiation & Execution

• Develop competitive pricing strategies for customer freight needs while protecting company margin targets.

• Negotiate rates and service agreements with shippers, ensuring terms are mutually beneficial and sustainable.

• Coordinate with inside sales, carrier teams, and operations to ensure seamless load execution and service delivery.

• Resolve service issues, disruptions, or escalations quickly, professionally, and with full ownership.

Reporting, Strategy & Continuous Improvement

• Maintain detailed, up-to-date records of customer interactions, sales activity, and account progress in CRM and TMS systems.

• Analyze sales data and market trends to identify high-potential lanes, verticals, and growth opportunities.

• Participate in weekly sales meetings and contribute actively to team strategy, forecasting, and goal-setting.

• Continuously develop industry knowledge, competitive intelligence, and product expertise.

• Meet or exceed monthly, quarterly, and annual revenue, gross profit, and new account targets.

Requirements:

• 3+ years of outside sales or business development experience in logistics, freight brokerage, transportation, or a related field strongly preferred.

• Proven track record of hunting and winning new business — not just managing existing accounts.

• Strong understanding of the freight market, transportation modes (FTL, LTL, intermodal, partial), and supply chain concepts.

• Experience using CRM systems (HubSpot, Salesforce, or similar) and TMS platforms; Sunnybrook or equivalent experience a plus.

• Ability to travel up to 50% locally and regionally for customer meetings, site visits, and industry events.

• Valid driver’s license and reliable personal transportation required.

• Bachelor’s degree in Business, Supply Chain, Logistics, or a related field preferred but not required. Relevant field sales experience matters more.

• Communication: Excellent verbal and written communication skills 

• Strong ability to negotiate pricing and service terms that protect company margin while building long-term customer trust.

• Ability to use freight market trends, rate intelligence, and lane data to offer strategic, relevant solutions to customers.

• Ability to manage a full territory, multiple active accounts, and a healthy pipeline without dropping the ball.

• Comfortable working in a fast-paced, ever-changing freight market where priorities shift and agility is a competitive advantage.

• Collaboration: Strong ability to partner with inside sales, carrier reps, and operations to deliver seamless execution behind every sale.