Account Executive, 3PL

This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies.Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.What you’ll do1. Drive strategic revenue growthIdentify, qualify, and convert new 3PL opportunities using disciplined prospecting strategiesBuild and manage a robust pipeline aligned to revenue and profitability targetsMaintain pricing discipline while scaling business across key accounts and target industriesFollow up on leads and emerging opportunities with urgency and precision2. Build and expand account relationshipsDevelop and maintain relationships across multiple levels within customer organizationsEngage consistently through in-person and virtual communication to strengthen trust and visibilityPosition company capabilities effectively through deep knowledge of service offeringsServe as the primary commercial point of contact for assigned territory accounts3. Own pricing, contracts, and commercial executionDevelop customer pricing strategies and submit for corporate approvalInterpret and manage pricing agreements, contractual terms, and commercial requirementsBalance competitiveness with margin protection in all deal structuresCollaborate cross-functionally to align pricing with operational capabilities4. Partner cross-functionally to deliver resultsWork closely with operations to understand customer needs and resolve service issuesAlign customer expectations with operational realities to ensure consistent executionCommunicate internally across service centers and corporate stakeholdersSupport collections efforts to maintain healthy account performance5. Strengthen team capability and performanceLead by example through professional conduct, accountability, and execution disciplineShare knowledge, insights, and best practices across the sales organizationContribute to departmental initiatives and company-wide growth prioritiesOperate independently while maintaining alignment with leadership objectivesWhat you bringBachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combinationProven track record of generating revenue growth and managing customer relationships in a 3PL environmentStrong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documentsAdvanced communication and presentation skills across customer, executive, and operational audiencesDemonstrated sales negotiation expertise with the ability to close and expand accountsExperience collaborating cross-functionally in fast-paced operational environmentsWorking knowledge of hazmat regulations (preferred)Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint) and Power BIStrong time management, prioritization, and organizational skillsAbility to manage multiple accounts, projects, and deadlines simultaneouslyValid driver’s license and ability to travel within assigned territoryHigh level of discretion handling confidential customer and business informationHow you operateYou think in terms of pipeline, margin, and lifetime value—not just dealsYou take ownership of outcomes and operate with minimal oversightYou build trust quickly and maintain it through consistency and follow-throughYou balance speed with discipline—moving quickly without compromising qualityYou communicate clearly, directly, and with purposeYou navigate ambiguity and solve complex commercial challengesYou hold yourself accountable to measurable performance standardsAbout RoadrunnerWe’re not just moving freight; we’re reimagining long-haul shipping. Our Smart Network offers more direct long-haul metro-to-metro routes than any other nationwide LTL carrier in the United States, with service extending into Canada and Mexico and terminals across 40+ metro markets. Powered by AI and machine learning, our operations platform ensures real-time tracking, custodial control, and full shipment visibility. With driver teams executing over-the-road (OTR) moves — and no freight moving on rail — customers experience industry-leading transit times, minimal rehandling, and dramatically reduced risk of loss or damage.Our 900+ owner-operators benefit from scheduled freight, fewer touches by design, consistent long-haul density, and a differentiated metro-to-metro model that creates predictable earning opportunities.This precision and performance have earned Roadrunner national recognition by over 3,000 shippers, and was ranked this year #1 in Operations, #1 in Technology, and #1 in Value in the Quest for Quality Awards, as well as honors as a Top 100 Trucking Company by Inbound Logistics and a Top Tier Service Carrier by Mastio.We’re growing fast. Roadrunner is building something special with great people, a winning culture and a differentiated service offering in the marketplace. Join us today to grow your career!We Run Safe. We Run Smart. We Run Together.Compensation & SetupPay: $120,000–$130,000 base salaryincentives: Performance-based incentives aligned to revenue and profitability goalsLocation: Hybrid – based in Downers Grove, ILBenefits: Full benefits package including medical, dental, vision, 401(k), and paid time offPhysical Demands and Work EnvironmentThe physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.Physical DemandsDaily outside travel to make sales calls in any weather.Light physical activity performing non-strenuous daily activities of an administrative nature.Outside salespeople are regularly required to sit, stand, travel to and from a customer’s place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.Work EnvironmentThe service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation.Outside travel in all weather is requiredCan be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather) and outdoor weather conditions when touring prospect or client plants.There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls.Overnight travel (up to 50%) by land and/or air required.* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.* Roadrunner is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind.* We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!#LI-HybridDowners Grove, ILSummaryLocation: Downers Grove ILType: Full time