National Sales Executive

Job Summary:

The National Sales Executive isresponsible for driving profitable revenue growth by identifying, developing,and securing new customer opportunities for Buchanan Logistics. This rolefocuses on prospecting and business development, consultative solution selling,and leading complex sales cycles from initial contact through contractexecution. The National Sales Executive sells Buchanan’s asset-basedtransportation, brokerage, and hybrid logistics solutions by diagnosingcustomer needs, developing pricing and proposals, negotiating terms, andclosing contracted freight aligned with company strategy and operationalcapabilities.

This position requires strongexecutive presence, disciplined pipeline management, and the ability tocollaborate effectively with internal teams to ensure accurate solution designand successful customer onboarding. The National Sales Executive is expected tomeet or exceed new business, revenue, and margin targets while operating inalignment with Buchanan’s Values of Determination, Integrity, Safety, andCommunity.

Supervisory Responsibilities:

·none

Duties/Responsibilities:

Reasonable accommodation may be made to enable individualswith 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.
  

Required Skills/Abilities:

·Proventrack record of closing net-new, contracted freight and consistently meetingrevenue targets.

·Experienceleading complex sales cycles involving multiple stakeholders, pricing,procurement, and service requirements.

·Strongunderstanding of transportation economics, capacity dynamics, and margin/risktrade-offs.

·Strongcommunication, presentation, and negotiation skills with the ability toinfluence senior decision-makers.

·Proficiencyin CRM tools, pipeline management, forecasting, and sales reporting.

Education and Experience:

·Highschool 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).

Physical Requirements:

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