National Account Executive

Job Title:National Account ExecutiveDepartment:Logistics

Reports to:VP of SalesFLSA:Exempt

Job Summary:

The National Account Executive is ahigh-output, new business “hunter” responsible for generating growth byprospecting, qualifying opportunities, and winning contracted freight byselling Buchanan Logistics’ service and transportation solutions. This roleowns the front end of the sales cycle—from first contact through discovery,quote/bid coordination, and close—while partnering closely with the AccountManager/Site Director to develop competitive solutions and pricing.

Once converted, accounts aretransitioned through a clean hand-off to the Account Manager/Site Director forongoing execution, retention, and expansion. As a key member of the sales team,the National Account Executive promotes Buchanan’s values ofDetermination,Integrity, Safety, and Communityin every customer interactionand internal partnership.

Supervisory Responsibilities:

·none

Duties/Responsibilities:

Reasonable accommodations may be made to enable individualswith disabilities to perform these essential functions.

• Identifyand prospect new customer opportunities through daily outbound activity (phone,email, Teams/video, in-person meetings) to create qualified contracted freightopportunities.
• Ownfirst contact through close: conduct discovery, uncover freight pain points,position Buchanan’s capabilities and service reliability, and advanceopportunities through clear next steps.
• Maintaina disciplined “hunting” operating rhythm with consistent follow-up, urgencycreation, and persistence to move deals forward.
• Partnerwith Account Manager/Site Director to develop quotes, bids, and contractedpricing strategies, including lane analysis and bid/RFP support as needed.
• Manageand forecast pipeline accurately; maintain clean CRM hygiene with daily updateson activity, notes, stages, decision process, and next actions.
• Navigateobjections (price pressure, preexisting relationships, “send rates,” timingdelays) while protecting margin and advancing the opportunity appropriately.
• Drivetoward performance goals, including a target pace of1 new customer permonth,by executing high activity and strong conversiondiscipline.
• Executea thorough customer hand-off, after closing customer, to the AccountManager/Site Director, ensuring alignment on scope, expectations, timelines,stakeholders, service requirements, and growth opportunities.
• RepresentBuchanan with professionalism and integrity, selling what can be delivered andreinforcing safe, compliant execution.

Other duties as assigned. Please note this job description is not designed to cover orcontain a comprehensive listing of activities, duties or responsibilities thatare required of the employee for this job. Duties, responsibilities, andactivities may change at any time with or without notice.

Required Skills/Abilities:

• Provennew-business “hunter” with a track record of meeting/exceeding targets throughconsistent prospecting and closing.
• Strongcommand of the full sales cycle: lead generation, qualification/discovery,proposal/quote coordination, negotiation, and close.
• Abilityto identify freight pain points and confidently sell Buchanan’s transportationsolutions and service reliability across applicable modes.
• Strongnegotiation and objection-handling skills that protect profitability whileadvancing deals.
• Excellentcommunication and relationship-building with decision-makers (phone, email,Teams/video, in-person).
• Strongcollaboration skills—partners closely with Account Manager/Site Director tobuild bids/quotes and ensure a clean post-close handoff.
• CRMdiscipline and pipeline management: daily activity logging, clear next steps,accurate forecasting, and KPI awareness.
• Organized,resilient, and adaptable in a fast-paced environment; follows through andmaintains high standards aligned to Buchanan values.

Education and Experience:

• Highschool diploma or equivalent required (Bachelor’s degree preferred).
• 3–7 years’experience in logistics/transportation sales.
• Demonstratedsuccess prospecting and closing new business; experience with contractedfreight/RFPs preferred.

·CRMexperience required.

Physical Requirements:

Prolongedperiods of sitting at a desk and working on a computer.