Primary Functions:
The key responsibility of the Sales Executive is securing new business revenue in all market verticals by developing value-based proposals and other content to communicate value, strengthen prospect-relationship and senior-level networks with new customers. The primary focus of this role is the development of new customers and growth of existing relationships. Using a consultative approach and disciplined sales process, the Sales Executive will work under the direction of the Chief Commercial Officer while also operating independently to identify, develop, and close new business opportunities with prospective customers. The role requires strong “hunter” sales capabilities, including proactive prospecting, lead generation, relationship development, and the ability to uncover and pursue new opportunities from initial contact through close. New business opportunities may span multiple modes and services, including third-party logistics, project cargo, consulting services, and multimodal transportation solutions, including rail, heavy haul/over-dimensional, and ocean.
Basic Qualifications:
A highly effective Sales Executive will have a robust understanding of enterprise-scale technical sales processes and solutions. This will include an ability to successfully prospect for and close new business in verticals outside of the current BNSF Logistics customer portfolio and generate new revenue sources beyond established customer relationships.
The Sales Executive will be evaluated on the effective generation of new business through sales activity that includes a management of a pipeline of qualified leads and a focus on successful closing of project cargo sales to new customers As the primary contact between BNSF Logistics and the customer, this position will be responsible for developing a deep understanding of the customer’s needs and business objectives in order to offer project based solutions that benefit both the customer and BNSFL.
Education and/or Experience Qualifications:
- A four-year college degree, within a business-related field, is preferred.
- 6+ years outside sales experience and/or training, an equivalent combination of education and experience is required.
- 3+ years of logistics industry sales experience preferred.
- Willingness to travel up to 50% required.