Logistics Account Executive
Scouting for an exciting career in logistics? Well, you found us! PBD Worldwide, a leading third-party logistics company based in Atlanta, GA, is growing its non-asset freight brokerage division known as Freight Scouts. The division provides enhanced shipping solutions for PBD clients served out of its five domestic fulfillment centers and its international center in Hong Kong. Services include less-than-truckload (LTL), full truckload (TL), white glove and expedited services, as well as complete transportation and warehousing solutions throughout the supply chain. At the same time, Freight Scouts stands alone to offer these same solutions to a variety of other industry sectors, including: food distributors; health and wellness products; printers, publishers, and promotional products suppliers; and manufacturers of all kinds.
Freight Scouts aspires to show the freight brokerage industry what exceptional service really means! We are looking for talented and driven sales professionals who have the knowledge and grit to develop and grow a book of business, and want to do it with integrity. Freight Scouts employees embrace the core values of PBD and are looking to make freight brokerage a career, while having a little bit of FUN at the same time. In order to attract top talent, we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), paid time off, life insurance, disability, wellness and personal development reimbursements, outside team activities (KICKBALL!), and more.
Logistics Account Executives (LAEs) are the sales backbone of Freight Scouts. LAE’s are focused on hunting for new opportunities and conveying the PBD and Freight Scouts value proposition to advance the sale and acquire new customers. The hallmarks of a successful LAE are:
Having a track record of success in transportation sales, with a specialty in third party freight brokerage
Delivering annual sales results and exceeding revenue and gross margin targets
Being knowledgeable of trends in the market and applying that intelligence to strategically win freight
Building strong carrier relationships to enhance efficiency and increase margins
Delivering exceptional service to prospects and customers on a consistent basis
LAEs are responsible for developing and maintaining a book of business. To be considered for this job, you should:
Exhibit a high degree of motivation around making repetitive sales calls on prospects (combination of phone cold-calling and in-person within local market) and overcoming objections
Be able to find and use information available through a variety of sources in order to develop a sales target list
Keep accurate and up to date information in our CRM regarding customers and sales interactions
Be organized and able to multi-task – operate in a CRM, TMS, Loadboards, while also handling web searches, IM/text/email, multiple inbound phone calls, etc.
Accept ownership for total customer relationship by independently developing sales strategy, including preparing RFPs and handling negotiations; as well as post-sale activities, such as account penetration strategy, invoicing and collections oversight, operational execution, and issue resolution
The ideal LAE candidate is highly-motivated by sales commission earning potential. We are looking for candidates who can generate approximately $1.5 million in gross revenue in the first year and grow to $3 million by the end of the second year with a target gross margin of at least 15%. It should be stated that as an LAE develops a book of business, the operational workload increases and the role takes on a new dynamic of “Freight Broker”. To allow the LAE to keep their focus on strong customer ties and growing the business, Freight Scouts will give support to a successful LAE by assigning one or more shared or dedicated Logistics Coordinator(s) who act as a dispatcher/customer service representative to assist with day-to-day management, particularly on the carrier/operations side of the business.
Qualifications of a successful Freight Scout
Follows through on commitments….every time!
Cannot be afraid of conflict and must stay positive through the resolution of problems.
Above average written and verbal communication skills
Ability to negotiate and create win-win scenarios for customers and Freight Scouts
Display a high degree of tact and diplomacy when speaking with customers, carriers, and employees
Be open and flexible to new opportunities, techniques, and approaches
Require minimum supervision; Be punctual
Keep well-informed, follow policy and procedures, and display consistency
Bachelor’s Degree or Equivalent
2-4 years in Sales (preferably Logistics or Transportation sales), Customer Service, Account Management, Freight Brokerage/Logistics
Microsoft Office (predominantly Excel) and Web-based platforms
Knowledge of Freight Industry and/or Logistics/Third Party Logistics a Plus
Freight Scouts Business Operations Manager; ultimately, to Vice President/General Manager
Skills: Positivity, Entrepreneurialism, Follow-through, Financial Motivation
Knowledge of: Microsoft Office and Web-based platforms.
Special Requirements: Knowledge of Freight Industry and/or Logistics/Third Party Logistics a Plus