National Sales Executive

The National Sales Executive is responsible for driving profitable revenue growth by identifying, developing, and securing new customer opportunities for Buchanan Logistics. This role focuses on prospecting and business development, consultative solution selling, and leading complex sales cycles from initial contact through contract execution. The National Sales Executive sells Buchanan’s asset-based transportation, brokerage, and hybrid logistics solutions by diagnosing customer needs, developing pricing and proposals, negotiating terms, and closing contracted freight aligned with company strategy and operational capabilities.

This position requires strong executive presence, disciplined pipeline management, and the ability to collaborate effectively with internal teams to ensure accurate solution design and successful customer onboarding. The National Sales Executive is expected to meet or exceed new business, revenue, and margin targets while operating in alignment with Buchanan’s Values of Determination, Integrity, Safety, and Community.

Reasonable accommodation may be made to enable individuals with disabilities to perform these essential functions.

• Identify, target, and develop new business within priority markets and shipper segments.
• Prospect through cold calls, email outreach, networking, referrals, and industry events.
• Qualify leads and convert prospects into contracted customers.
• Engage decision-makers and buying groups across operations, transportation, supply chain, and procurement.
• Diagnose shipper pain points related to capacity, service performance, cost, and network design.
• Present and sell Buchanan’s asset-based transportation, brokerage, and integrated logistics solutions.
• Own the sales process from first contact through contract execution.
• Prepare and deliver proposals, pricing solutions, bids, and customer presentations.
• Navigate RFPs, lane awards, and procurement processes while protecting margin and fit.
• Negotiate pricing, contract terms, and service expectations to close profitable business.
• Maintain a strong pipeline through consistent activity, follow-up, and opportunity management.
• Maintain accurate CRM records including activity logs, pipeline stages, forecasts, and revenue reporting.
• Partner with Pricing, Operations, and Leadership to structure competitive, executable bids.
• Coordinate internal alignment to support onboarding and successful launch of won business.
• Ensure clean hand‑off of newly won business to the Account Manager/Site Director for execution and long‑term growth.
• Support issue resolution and escalation management as needed while maintaining customer confidence.
• Monitor market trends, customer behaviors, and competitive activity to identify growth opportunities.

• Proven track record of closing net‑new, contracted freight and consistently meeting revenue targets.
• Experience leading complex sales cycles involving multiple stakeholders, pricing, procurement, and service requirements.
• Strong understanding of transportation economics, capacity dynamics, and margin/risk trade‑offs.
• Strong communication, presentation, and negotiation skills with the ability to influence senior decision‑makers.
• Proficiency in CRM tools, pipeline management, forecasting, and sales reporting.

• High school diploma or equivalent required (Bachelor’s degree preferred).
• 5–10+ years of B2B transportation and/or logistics sales experience (asset, brokerage, 3PL, managed transportation, or carrier sales).

Prolonged periods of sitting at a desk and working on a computer.