This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies.

Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.

What you’ll do

1. Drive strategic revenue growth

• Identify, qualify, and convert new 3PL opportunities using disciplined prospecting strategies
• Build and manage a robust pipeline aligned to revenue and profitability targets
• Maintain pricing discipline while scaling business across key accounts and target industries
• Follow up on leads and emerging opportunities with urgency and precision

2. Build and expand account relationships

• Develop and maintain relationships across multiple levels within customer organizations
• Engage consistently through in-person and virtual communication to strengthen trust and visibility
• Position company capabilities effectively through deep knowledge of service offerings
• Serve as the primary commercial point of contact for assigned territory accounts

3. Own pricing, contracts, and commercial execution

• Develop customer pricing strategies and submit for corporate approval
• Interpret and manage pricing agreements, contractual terms, and commercial requirements
• Balance competitiveness with margin protection in all deal structures
• Collaborate cross-functionally to align pricing with operational capabilities

4. Partner cross-functionally to deliver results

• Work closely with operations to understand customer needs and resolve service issues
• Align customer expectations with operational realities to ensure consistent execution
• Communicate internally across service centers and corporate stakeholders
• Support collections efforts to maintain healthy account performance

5. Strengthen team capability and performance

• Lead by example through professional conduct, accountability, and execution discipline
• Share knowledge, insights, and best practices across the sales organization
• Contribute to departmental initiatives and company-wide growth priorities
• Operate independently while maintaining alignment with leadership objectives

What you bring

• Bachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combination
• Proven track record of generating revenue growth and managing customer relationships in a 3PL environment
• Strong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documents
• Advanced communication and presentation skills across customer, executive, and operational audiences
• Demonstrated sales negotiation expertise with the ability to close and expand accounts
• Experience collaborating cross-functionally in fast-paced operational environments
• Working knowledge of hazmat regulations (preferred)
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint) and Power BI
• Strong time management, prioritization, and organizational skills
• Ability to manage multiple accounts, projects, and deadlines simultaneously
• Valid driver’s license and ability to travel within assigned territory
• High level of discretion handling confidential customer and business information

How you operate

• You think in terms of pipeline, margin, and lifetime value—not just deals
• You take ownership of outcomes and operate with minimal oversight
• You build trust quickly and maintain it through consistency and follow-through
• You balance speed with discipline—moving quickly without compromising quality
• You communicate clearly, directly, and with purpose
• You navigate ambiguity and solve complex commercial challenges
• You hold yourself accountable to measurable performance standards

About Roadrunner

We’re not just moving freight; we’re reimagining long-haul shipping. Our Smart Network™ offers more direct long-haul metro-to-metro routes than any other nationwide LTL carrier in the United States, with servic