SALES EXECUTIVE
Freight Forwarding & Third-Party Logistics
Job Type
Full-Time / Remote
Location
United States
Base Salary
$70,000 - $110,000
OTE
$150,000 - $220,000+
Position Summary
The Sales Executive is a high-impact, revenue-generating role at the forefront of our growth strategy. This position is built for a relentless hunter who thrives on winning new business - then deepening those relationships to drive long-term revenue expansion. You will prospect, pursue, and close new customers while selling our full suite of freight forwarding and third-party logistics (3PL) services, including international air and ocean freight, domestic trucking and rail, customs brokerage, warehousing and distribution, order fulfillment, and inventory management.
Success in this role is defined by two pillars: (1) aggressive new customer acquisition, and (2) sustained growth within your existing book of business. You will own the full sales cycle - from cold prospecting through close - and will serve as the primary commercial relationship owner for every account you bring on.
Key Responsibilities
Drive new revenue by actively prospecting manufacturers, distributors, importers/exporters, and retailers who can benefit from our global freight and logistics capabilities.
Build and maintain a robust pipeline through cold calling, networking, trade events, referrals, LinkedIn outreach, and territory canvassing.
Identify target verticals and develop tailored value propositions that position our full-service 3PL and freight forwarding capabilities against competitor offerings.
Conduct discovery meetings to understand prospect supply chain challenges, trade lanes, freight modes, and service pain points.
Prepare and present customized proposals, RFP responses, and rate quotes across all service lines including air freight, ocean freight (FCL/LCL), trucking/drayage, customs brokerage, and warehousing.
Close new accounts and manage the onboarding handoff to operations, ensuring a seamless first shipment experience that sets the foundation for a long-term relationship.
Achieve or exceed monthly and quarterly new business revenue and gross margin targets.
Sell the company's complete portfolio of services to every account - domestic and international freight, customs brokerage, warehousing/distribution, order fulfillment, inventory management, and technology-enabled supply chain solutions.
Cross-sell and upsell additional service lines into existing accounts to increase wallet share and deepen service dependency.
Stay current on global trade regulations, market capacity trends, carrier relationships, and pricing dynamics to credibly advise customers on optimal routing and service solutions.
Collaborate closely with operations, pricing, and customs teams to develop competitive, executable solutions for complex shipments.
Serve as the primary commercial owner for all accounts within your portfolio, building executive-level relationships to ensure long-term retention and revenue growth.
Conduct regular business reviews with key accounts to assess performance, identify unmet needs, and present new solutions or service enhancements.
Monitor shipment volumes, revenue, and margin trends within your book of business; proactively address declines or competitive threats.
Partner with operations and customer service teams to resolve service failures quickly, implement corrective action plans, and protect customer satisfaction scores.
Develop and execute account growth plans for top customers, targeting specific lanes, service expansions, or volume increases.
Maintain accurate, up-to-date records of all prospect and customer activity in the CRM (e.g., Salesforce), including pipeline stages, contact history, and deal values.
Provide management with reliable weekly and monthly forecasts of new business and renewal pipeline.
Track and report performance against new business, retention, and cross-sell KPIs.
Contribute market intelligence and competitive insights to inform pricing strategy, service development, and territory planning.
Services You Will Sell
As a Sales Executive, you are expected to develop working fluency in and actively sell the full breadth of our service offering:
International Air Freight - door-to-door, airport-to-airport, time-definite, deferred, and charter options across all global trade lanes
International Ocean Freight - FCL, LCL, project cargo, breakbulk, and consolidation services
Domestic Transportation - truckload (FTL), less-than-truckload (LTL), intermodal rail, and drayage
Local Cartage & Last-Mile Delivery - pickup and delivery, port and airport drayage, transload, and final-mile ground services
Special Projects & Project Cargo - oversized, heavy-lift, and time-critical shipments requiring custom routing, multi-modal coordination, and dedicated project management across verticals including energy, aerospace, government/defense, retail, healthcare, and manufacturing
Customs Brokerage - import/export entry filing, tariff classification, compliance consulting
Warehousing & Distribution - short and long-term storage, cross-docking, pick-and-pack
Order Fulfillment & Inventory Management - e-commerce and B2B fulfillment solutions
Technology & Visibility Solutions - shipment tracking, reporting, and supply chain analytics
Qualifications & Skills
Required
Minimum 3 years of B2B sales experience in freight forwarding, logistics, or transportation with a verifiable track record of new business generation.
Deep understanding of freight forwarding operations including air, ocean, and domestic transportation modes.
Demonstrated hunter mentality: proven ability to prospect cold, build a pipeline from scratch, and consistently close new logos.
Strong commercial acumen - ability to analyze customer supply chains, build business cases, and articulate ROI.
Excellent communication and presentation skills; able to engage credibly from warehouse manager to C-suite.
High proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
Willingness to travel for client meetings, prospecting, and industry events as required.
Valid driver's license.
Preferred
Bachelor's or Associate's degree in Business, Logistics, International Trade, or a related field.
Experience selling customs brokerage, warehousing, or value-added logistics services.
Existing book of relationships with shippers, importers, exporters, or supply chain decision-makers.
Familiarity with trade compliance, Incoterms, and international shipping documentation.
Core Competencies for Success
Prospecting Excellence - relentless in building pipeline through multiple channels
Solution Selling - consultative approach; sells outcomes, not just rates
Competitive Drive - motivated by targets, rankings, and winning new business
Relationship Builder - earns trust quickly at multiple levels within a customer organization
Resilience - handles rejection, long sales cycles, and competitive losses with a growth mindset
Operational Collaboration - partners effectively with ops, pricing, and customs to deliver on promises
Market Awareness - stays current on global trade conditions, carrier capacity, and competitor activity
Compensation & Benefits
Compensation
Benefits
About Radiant Global Logistics
Radiant Logistics, Inc. (www.radiantdelivers.com) (NYSE American: RLGT) is a publicly traded third party logistics company providing technology-enabled global transportation and value added logistics solutions primarily to customers based in the United States and Canada. Through its comprehensive service offering, Radiant provides domestic and international freight forwarding along with truck and rail brokerage services to a diversified account base including manufacturers, distributors and retailers which it supports from an extensive network of Radiant and agent-owned offices throughout North America and other key markets around the world. Radiant's value-added logistics services include warehouse and distribution, customs brokerage, order fulfillment, inventory management and technology services.
As part of Radiant, you'll join a learning environment in which passion, dedication, and a commitment to getting the job done are valued. That's what being on our team is all about. It's an environment in which you can thrive and gain valuable skills and experience, which also helps Radiant grow. If this sounds like the kind of company you are looking for, we would love to hear from you!
Radiant is an Equal Employment Opportunity (EEO) employer committed to providing equal employment opportunities regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.