The posting
At Kenco Logistics, you’re more than just a team member—you’re part of a company that values innovation, integrity, and a strong commitment to its people. As one of the leading 3PL providers in the U.S., Kenco offers a dynamic and supportive work environment where your ideas matter and your growth is a priority. With a focus on safety, sustainability, and continuous improvement, Kenco empowers employees to make a real impact in the supply chain industry while building rewarding careers. Join a company where your contributions help move the world forward—one shipment at a time.
About the Position
Working within Kenco’s brokerage transportation group and across its various service lines, the Brokerage Sales Executive will have responsibility for representing Kenco in the marketplace, performing various commercial activities and achieving defined shipment count, gross revenue, and margin growth targets with new customers. This position will namely target medium to larger-sized businesses and be responsible for owning the commercial relationship with the customer. The role is a critical component of our commercial team, driving top line revenue growth and wallet share expansion through prospecting, proposing, and earning business from new customers.
Functions
- Responsible for securing and onboarding transportation service revenues by managing the full sales cycle (Prospect – Discovery – Propose – Close). This includes identifying new customer opportunities, selling supply chain solutions and building/maintaining strong relationships.
- Substantial travel will be required, with expectation of being primarily engaged away from Company offices in fulfillment of the role.
- Implementation and customer Account Management functions will be performed by supporting customer-facing roles.
- Relied upon to work independently and exercise judgment on a wide range of topics including sales strategies to pursue, potential customers to develop, and pricing terms – with ultimate authority to use discretion in accepting or rejecting terms and deals.
- Meet key sales performance metrics tied to each stage of the customer acquisition process. Drive revenue growth through understanding customer needs to maximize conversions.
- Develop and maintain sales plans, analyze customer supply chains, and provide customized solutions using mode, technology, and capacity insights.
- Record and maintain all pipeline activity in the organization’s CRM.
- Lead Deal Team collaboration with pricing, capacity, and administrative support teams to successfully lead a customer through internal processes to win new business.
- Conduct industry, target customer, and competitor research and analysis to serve as a subject matter expert during prospecting activities.
- Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals; engaging decision makers within the medium to larger sized business sectors.
- Meet virtually and in-person with potential and dormant customers to provide market insights, Kenco’s capabilities, propose solutions, foster relationships, and stimulate demand within the medium to larger sized business sectors.
- Constantly refine sales processes for areas of improvement and efficiency to streamline the sales cycle, enhance relationships, and grow business revenues.
- Work in partnership with our pricing and yield team to create customer centric solutions that highlight qualitative and quantitative benefits.
- Serve as the primary contact for sales and contract negotiations, continuously working to ensure a seamless implementation and initial customer experience.
- Prepare custom reports and analysis that educate and inform customers on the performance of their transportation metrics.
- Participate in monthly or quarterly business reviews as required.
- Partner and collaborate with all business and support functions of the organization to accomplish individual shipment count and revenue objectives.
- Deliver clear, honest, and proactive communication to customers while executing the company’s go-to-market strategy for transportation services.
- Serve as an effective ambassador for the Company and its services through sales visits, marketing events, and transportation industry functions.
Qualifications
- Bachelor’s Degree in relevant field or equivalent number of years of experience required
- 2-4 years of experience in logistics and/or supply chain management required
- 2-4 years of experience in sales/account/solutions management of third-party logistics, with a focus on transportation solutions and understanding of the consultative sales process, preferred
- Proven track record of attaining new customer revenue performance goals
- Work effectively in out-of-office setting
- Understanding of TMS, SaaS, BI systems, and the 3PL competitive landscape – as well as all domestic modes of transportation and leading service providers
- Experience in business development and/or project management, preferred
- Proven track record of consultative selling and proactive sales processes
- Demonstrated ability to commercialize a solution and tie it back to a customer’s business needs
- Strong written and oral communication skills with the ability to lead meetings and make presentations to a wide audience of stakeholders
- Demonstrated ability to serve as a “trusted advisor” to current and potential customers
- Experience managing negotiations, handling simple legal matters, and setting up service contracts with financial awareness
- Comfort in working independently and making decisions
- Proficient in Microsoft Office Suite of programs
Competencies
- Business Acumen – Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization.
- Communicate for Impact – Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of pipeline opportunities for which you are responsible.
- Managing Transitions / Change Management – Effectively plans, manages and communicates changes in processes with appropriate stakeholders.
- Influencing Others – Can quickly find common ground and can solve problems for the good of the organization with a minimal amount of noise. Authentically gains trust and support of peers.
- Relationship Management – Building and maintaining relationships with internal partners to successfully complete projects and organizational objectives.
- Strategic Agility – Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.
Travel Requirements
- This position is expected to travel a substantial amount
- A passport is not required, but recommended
Benefits offered:
- Medical insurance including HSA, HRA and FSA accounts
- Supplemental insurance including critical illness, hospital indemnity, accidental injury
- Dental Insurance
- Vision Insurance
- Basic Life and Supplemental Life
- Short Term and Long Term Disability
- Paid Parental Leave
- 401(k)
- Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
- Employer Paid Holidays- 10 days
Kenco strives to provide a supportive, professional environment for all employees. As a part of Kenco, we expect our team to uphold our three key pillars: be honest, serve, and get better. Each should strive for operational excellence, pursue innovation, and want to grow with our company.
Kenco Group is an Equal-Opportunity Employer. All employees and applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability, or any other characteristic protected by law.
Please click the image to download the EEOC ‘Know Your Rights; Discrimination is Illegal’ posting. https://www.eeoc.gov/poster For California residents please enter or copy/paste the address below into your address bar
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
For California residents – please enter or copy/paste the address below into your address bar to review an important notice regarding Kenco’s privacy policy. https://www.kencogroup.com/ccpa-notice-at-collection-for-employees-and-applicants/
