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Job description
The Vice President of Strategic National Sales is a senior, revenue-generating role responsible for driving new business growth across Enterprise, RFP-driven, and strategic LTL opportunities. This role owns a national pipeline while also serving as a force multiplier for office-based sales teams—supporting deal strategy, coaching, and execution on complex opportunities.
The ideal candidate brings deep experience in third-party logistics, strong commercial acumen across LTL, TL, and multimodal solutions, and a proven ability to influence outcomes without direct people management authority.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Revenue Growth & Deal Ownership
Own and grow a national pipeline of Opportunities including: Enterprise, Large-scale RFPs, Strategic LTL Account Management (LTL AM) opportunities, and Multimodal deals (LTL, TL, IMDL, WHSE, Final Mile, Etc.).
Lead full sales cycle from discovery through close on assigned national accounts.
Develop and execute deal strategies that align customer needs with brokerage capabilities, carrier networks, and pricing strategy.
Partner closely with Pricing, Procurement, Operations, and Account Management to ensure competitive, executable solutions.
Maintain accurate forecasting, opportunity tracking, and pipeline hygiene within CRM tools.
Act as a sales enablement partner to office-based sales teams:
Support local sales reps on complex, high-value opportunities.
Provide guidance on solution design, pricing strategy, and customer positioning.
Participate in office-level sales strategy sessions, pipeline reviews, and opportunity planning.
Coach and mentor sales reps on:
Enterprise selling techniques
RFP strategy and response development
LTL-specific value articulation and pricing structures
Help elevate office-level selling capabilities by sharing best practices, market insights, and competitive intelligence.
RFP & Enterprise Strategy
Lead or support end-to-end RFP management, including:
Discovery and qualification
Solution design and response development
Final presentations and negotiations
Ensure RFPs and enterprise pursuits are margin-accretive and operationally sound.
Collaborate with leadership to prioritize high-value opportunities and allocate resources effectively.
Cross-Functional Collaboration
Partner with:
Strategic Customer Executives and LTL Account Management to transition wins and support long-term growth
Procurement & Carrier Management to align capacity, pricing, and service
Operations & Implementation to ensure seamless onboarding and execution
Serve as a voice of the customer, providing feedback that informs product, pricing, and process improvements.
Performance Metrics
New revenue and gross profit generated
Pipeline size, quality, and conversion rate
RFP win rate and enterprise deal velocity
Customer retention and expansion on national accounts
JOB REQUIREMENTS:
Bachelor's Degree in related field or equivalent.
7+ years of experience in 3PL / freight brokerage sales (Strongly preferred), with strong exposure to LTL and enterprise accounts.
KNOWLEDGE, SKILLS, AND ABILITIES:
Proven success managing and closing large, complex, multi-location deals.
Deep understanding of RFP processes, pricing models, and brokerage economics.
Demonstrated ability to influence, coach, and support sales reps without direct authority.
Strong executive-level communication, presentation, and negotiation skills.
Highly organized with strong CRM discipline and forecasting accuracy.
Willingness to travel as needed to offices, customers, and industry events.
**MAY PERFORM OTHER DUTIES AS ASSIGNED**
WORK ENVIRONMENT
Standard office environment, usually indoors away from the elements with moderate noise. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
PHYSICAL EFFORT
Maintain a stationary position for extended periods; move about the office, operate computers and files, as needed; and frequently communicate with others. The physical demands described here are representative of those that an employee must meet to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is required to stand, walk, and reach with hands and arms. Occasionally, the employee is required to lift boxes up to 20 pounds.
SCHEDULING
This is a full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. – 5:00 p.m. An employee in this position must be available to work occasionally on weekends and evenings, during peak periods.
TRAVEL
Local travel is required. Out-of-state travel is limited but may be required for special training/conferences.
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required.
EEOC/ADA STATEMENT:
We are an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, gender, sexual orientation, age, religion, disability, veteran, or any other status prohibited by applicable national, federal, state or local law. In an effort to recruit, develop and retain top talent, we are committed to a policy of nondiscrimination in all personnel practices to ensure equal opportunity for employment, promotion, and training for a more inclusive workforce.
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Worksite address
chicago, IL, 60290, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.