As a Team Member of one of the fastest growing transportation companies in the nation, your individual growth and success are paramount to the overall company growth and success. We offer an industry-leading training program paired with a competitive compensation plan that should make every candidate confident that you can be successful in this industry.
What We Do
Simply put, we connect shippers with a network of trusted carriers to provide creative solutions. Our motto is Efficient Solutions. Exceptional Service., this is what guides our decision making. We handle the entire process for shippers: from the initial quoting process, carrier interaction, scheduling pickups, in transit tracking, to making sure it’s delivered on time, we’re the go to service provider for our valued customers. This leaves shippers with peace of mind that their freight is safe with us and allows them to shift their valuable time and efforts elsewhere. At RCL, there’s no project too big, no customer too small!
What we are looking for
The Sales Executive is responsible for growing revenue and gross margin by identifying, developing, and managing shipper accounts for our freight brokerage services. This role drives new business through outbound prospecting, consultative selling, and solution design across modes (primarily truckload and LTL), while partnering with operations/carrier sales to deliver reliable execution. The Sales Executive owns the full sales cycle—from lead generation through onboarding and ongoing account growth—using data, lane strategy, and CRM discipline to hit activity and performance targets.
Key Responsibilities:
- Prospect and acquire new shipper customers through outbound calls, email campaigns, networking, referrals, and industry events.
- Execute a consultative sales process to understand customer shipping needs (volume, lanes, service requirements, accessorial, claims history, seasonality) and propose brokerage solutions.
- Develop lane strategies and pricing approaches in partnership with operations/carrier sales to win business while protecting gross margin.
- Manage the full sales cycle: qualify leads, conduct discoveries, present capabilities, negotiate rates and terms, and close new business.
- Coordinate customer onboarding, including credit applications, contract/rate confirmations, and shipping SOPs.
- Grow and retain accounts by expanding lanes, increasing shipment volume, improving service performance, and identifying cross-sell opportunities (e.g., LTL, expedited, intermodal, drayage, warehousing/3PL services if offered).
- Maintain accurate and timely activity, pipeline, and account notes in CRM; provide forecasts and weekly/monthly updates.
- Monitor key account performance (OTD/OTP, tender acceptance, claims, service failures) and proactively resolve issues with internal teams.
- Stay current on market conditions (capacity, fuel trends, seasonality) and communicate impacts to customers with recommended actions.
- Ensure compliance with company policies and applicable regulations, including documentation, contract requirements, and ethical business practices.
Required Qualifications:
- 2+ years of sales experience, ideally in freight brokerage, 3PL, logistics, or transportation services.
- Demonstrated success in prospecting, pipeline management, and closing new business.
- Strong negotiation skills with an understanding of rate dynamics, accessorial, and service trade-offs.
- Proficiency with CRM systems (e.g., Salesforce, HubSpot, or similar) and Microsoft Office tools.
- Excellent communication skills (phone, email, presentations) and the ability to build trust with decision-makers.
- Ability to work in a fast-paced environment, manage multiple opportunities at once, and meet activity/production goals.
Preferred Qualifications:
- Bachelor’s degree in business, logistics, supply chain, or related field.
- Established book of business or relationships with shippers in targeted industries.
- Experience selling truckload, LTL, and/or specialized services (flatbed, temperature-controlled, expedited, intermodal).
- Working knowledge of transportation terms and practices (Incoterms exposure helpful, accessorial, detention, lumper, claims process).
- Experience with TMS/quote tools and/or EDI/customer shipping portals.
- Bachelor’s degree in business, logistics, supply chain, or related field.
Work Environment & Physical Requirements
- Primarily office-based work requiring extended time at a computer and on the phone.
- May require occasional travel for customer meetings and industry events.
- Ability to sit/stand for extended periods and perform standard office tasks (typing, viewing screens, light lifting up to 15 lbs. as needed).
Benefits of Working at River City Logistics
We treat our team as if they are the most important people in this company for one reason: they are! We offer the following benefits for our MVP’s
- Above industry average starting salary
- Commission plan: the formula is simple, the better you do, the more you make!
- Paid Time Off Plan after 90-day probationary period.
- Health, Vision and Dental Insurance Offered
Industry leading training combined with continuous development to make sure you’re always able to do your best work.