Account Executive

Description

The Account Executive is responsible for driving revenue growth through new business development, customer acquisition, and the expansion of profitable transportation opportunities for L&S Transport. This position focuses on identifying prospective customers, developing and maintaining strong business relationships, negotiating competitive transportation solutions, and building a profitable book of business across various freight modes. The role requires a proactive, results-driven individual with strong sales, negotiation, and relationship management skills who can effectively identify business opportunities, manage multiple priorities, and collaborate with internal teams to ensure customer satisfaction, operational efficiency, and company profitability.

Requirements

Essential Duties: All duties to be performed according to the established standard and in compliance with all company policies and procedures while maintaining regular, prompt attendance and availability to work outside standard business hours as needed:

• New Business Development: Proactively identify, prospect, and secure new business opportunities through cold calling, email outreach, networking, referrals, and in-person meetings to support revenue growth.
• Customer Relationship Development: Establish and maintain strong, professional relationships with prospective and existing customers to build trust, understand transportation needs, and develop long-term business partnerships.
• Sales Pipeline Management: Develop and maintain an active pipeline of prospective customers, track sales activities, and consistently follow up on opportunities to achieve established sales and revenue objectives.
• Revenue Growth and Profitability: Develop and grow a profitable book of business by identifying new transportation opportunities, expanding customer relationships, and supporting established revenue and gross margin objectives.
• Transportation Solutions: Identify customer transportation requirements and develop competitive, service-focused solutions across various freight modes, including but not limited to van, open deck, and specialized heavy haul.
• Customer Pricing and Negotiations: Monitor transportation market conditions, evaluate customer requirements, and negotiate competitive rates for spot shipments, contracted lanes, and requests for proposals (RFPs) while maintaining profitability.
• Customer Account Management: Maintain relationships with assigned customers, monitor service expectations, and identify opportunities to increase business volume and strengthen customer satisfaction.
• Shipment Coordination: Collaborate with carrier procurement, operations, and track-and-trace teams to support successful shipment execution and ensure customer transportation requirements are communicated and understood.
• Problem-Solving and Issue Resolution: Proactively identify and address customer concerns, service disruptions, and transportation challenges while working with internal teams to develop timely and effective solutions.
• Transportation Management System (TMS): Accurately enter, maintain, and update customer information, shipment details, negotiated rates, and supporting documentation within the company's transportation management system.
• Communication and Collaboration: Maintain timely, professional, and proactive communication with customers, motor carriers, and internal teams regarding transportation requirements, service expectations, and operational concerns.
• Sales Performance: Monitor individual sales activities, customer acquisition, revenue growth, and profitability to support established brokerage performance objectives.
• Primary Performance Measures: New customers acquired, total revenue and new revenue generated, total gross margin profits and gross margin percentage, sales pipeline activity.

To perform this job successfully, an individual must possess the knowledge, skills, and abilities necessary to perform the essential duties. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience

• Bachelor’s degree in business, Sales, Marketing, or related field preferred.
• Previous B2B sales, business development, or account management experience required; transportation or freight brokerage experience preferred.
• Demonstrated success in customer acquisition, relationship development, negotiations, and revenue growth.

Language Ability

• Strong verbal and written communication skills with the ability to build professional relationships with customers, carriers, and internal teams.
• Ability to effectively communicate transportation requirements, negotiate rates, and resolve concerns.

Math Ability

• Ability to calculate and analyze transportation rates, costs, margins, percentages, and profitability.
• Ability to interpret pricing, market trends, and financial data to support business decisions.

Reasoning Ability

• Strong problem-solving, decision-making, organizational, and time management skills.
• Ability to prioritize multiple responsibilities, exercise sound judgment, and work independently or collaboratively in a fast-paced environment.

Computer Skills

• Proficiency in Microsoft Office applications, including Outlook, Excel, and Word.
• Ability to effectively utilize transportation management systems (TMS), customer portals, and other business technology while maintaining accurate records.

Benefits

• Medical, Dental, Vision Insurance
• Retirement with Company Match
• Company-Paid Insurance
• Paid Time Off
• Paid Holidays