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Senior Sales Executive
The Senior Sales Executive is responsible for driving profitable revenue growth by developing new enterprise customer relationships and expanding existing accounts through consultative, solution‑based selling. They focus on understanding complex customer supply chains, identifying opportunities across the company's full portfolio of solutions, and delivering measurable value to customers. They act as a trusted advisor to decision makers, partnering closely with Commercial teams, Operations, and internal stakeholders to deliver a seamless customer experience. This position requires strong commercial acumen, strategic thinking, and the ability to lead internal teams without direct authority. Success in this role is measured by revenue growth, customer retention, and long‑term account expansion. The role is highly visible and plays a critical part in the organization's enterprise growth strategy.
Responsibilities
- Develop new business and drive revenue growth by identifying and qualifying prospective enterprise customers through research, networking, and consultative discovery.
- Conduct in‑depth analysis of customer supply chains to understand business challenges, operational needs, and opportunities for the company's solutions.
- Present, propose, and implement customized solutions that align the company's portfolio with customer objectives and deliver long‑term value.
- Maintain and grow existing customer relationships by deeply understanding customer operations and proactively identifying expansion and retention opportunities.
- Partner closely with Customer Success teams to ensure customer onboarding, solution adoption, retention, and long‑term account health.
- Collaborate with internal stakeholders including specialized product sales teams and cross‑functional team members to deliver a consistent, high‑quality customer experience.
- Regularly engage customers to reinforce understanding of company's capabilities and maximize utilization of the full portfolio.
- Build trusted customer relationships through regular business reviews, strategic account planning, professional communication, and executive‑level engagement.
- Leverage technology tools (CRM systems, mobile devices, internal platforms, and presentation tools) to support accurate forecasting, pipeline management, and customer communication.
- Demonstrate initiative and leadership by organizing and guiding internal teams, maintaining discipline in execution, and adapting to changing business conditions.
- Monitor competitive activity within assigned accounts and markets, ensuring appropriate responses and strategies are communicated internally.
- Represent the company professionally through customer entertainment, meetings, and industry engagement as appropriate.
- All other duties as assigned to meet evolving business needs.
Qualifications
- Education: Undergraduate degree in business, sales, supply chain, or a related field from an accredited college or university preferred; High School Diploma or GED equivalent required.
- Certification/Licensure: Supply Chain / Logistics Industry certifications preferred.
- Experience: 7+ years of enterprise‑level sales experience, preferably within transportation, logistics, or supply chain solutions.
- Proven track record of consistently exceeding enterprise sales targets and driving market share growth.
- Demonstrated experience selling complex solutions to enterprise‑level customers and senior decision makers.
- Strong consultative selling, negotiation, and relationship‑building skills.
- Excellent verbal and written communication skills with the ability to influence and present at the executive level.
- Strong analytical, problem‑solving, and decision‑making capabilities.
- Experience using CRM tools (Salesforce preferred) and sales performance tracking systems.
- Demonstrated discretion and confidentiality in handling and protecting sensitive information.
- Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.)
- Environment: Comfort commuting to/from and working in a 100% on‑site setting (listed in this posting), with travel for related meetings/events.
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#LI-Remote
Remote
Skills:
Analysis Skills, Business Development, Business Operations, Business Skills, Business Strategy, Communication Skills, Competitive Research, Consultative Sales, Customer Experience, Customer Relations, Customer Relationship Management (CRM) Systems, Customer Retention/Renewal, Enterprise Sales, Exceeded Sales Goal, Forecasting, Information/Data Security (InfoSec), Leadership, Logistics, Market Share, Microsoft Excel, Microsoft Outlook, Microsoft PowerPoint, Microsoft Product Family, Microsoft Windows Operating System, Microsoft Word, Mobile Devices, Negotiation Skills, Onboarding, Performance Analysis, Presentation/Verbal Skills, Problem Solving Skills, Revenue Growth, Sales, Sales Management, Sales Pipeline, Sales Prospecting, Salesforce.com, Solution Sales, Strategic Accounts, Strategic Planning, Supply Chain, Team Lead/Manager, Web Conferencing, WebEx, Writing Skills
Forward Air Corp
Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs. Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.
Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.
The foundation product for Forward Air is our expedited linehaul service, offering consistent and reliable transit and on-time, damage-free deliveries. By locating terminals on or near airports and maintaining a scheduled transportation network, we are able to arrange for convenient and consistent service with broad geographic coverage. Shipments of varying sizes (TL/LTL) are received at our terminals and transported by contracted service providers either (1) on a direct truck to the destination terminal, (2) through our Columbus, Ohio central sorting hub, or (3) through one of our 12 regional hubs, where they are unloaded, sorted, and reloaded in rapid fashion. After reloading the shipments, our contracted service providers deliver them to the destination city for early morning recovery. Through our Forward Air Complete® cartage service, customers also can have shipments picked up from the shipper, delivered to the final consignee, or transferred at the airport, simplifying the freight management processes. These options allow us to maximize handling efficiency of each shipment while minimizing freight loss and damage, improving transit times over traditional ground transportation.
Company Size:
2,500 to 4,999 employees
Industry:
Transport and Storage - Materials
1981
Website:
