Sales Representative - Truckload, LTL, Expedited
Lexington Full-time Mid-level Account Executive
At a glance
Mid-level Account Executive role at LST Group. Lexington · full-time.
Pay not stated
RoleAccount Executive
SeniorityMid-level
LocationLexington
EmploymentFull-time
PostedSep 29, 2026 · 7d ago
Role brief
growthroles summary, based on the employer's posting.
What you'll do
- Find shipper prospects through calls, email, LinkedIn and other outreach, then build lists around industry, location, freight type and volume
- Run discovery conversations to learn how customers move freight and shape service, capacity, pricing or technology proposals around their needs
- Present proposals, negotiate rates within set limits, win new accounts and hand them over to operations
- Grow current accounts by uncovering more lanes, sites, modes and freight, then cross-sell to increase customer spend
- Keep CRM activity, quotes, opportunities and revenue forecasts current while working with operations and carrier teams on execution and capacity
What you bring
- You understand truckload, LTL and expedited services, along with freight pricing, capacity conditions and gross profit
- You can prospect, qualify opportunities, close new accounts and expand existing customer relationships
- You bring persistence, competitiveness and coachability to a sales role focused on revenue and gross profit
Who this fits
This role suits a mid-level seller who can build a pipeline, win transportation customers and develop existing accounts. You’ll work with operations, carrier procurement and management to deliver customer freight and shape pricing.
From the employer
The Sales Representative is responsible for generating new business and developing profitable customer relationships within the company's 3PL transportation network.
This position focuses primarily on prospecting, relationship development, qualifying opportunities, securing new accounts, and growing existing customers across truckload, LTL, expedited and other transportation services.
The ideal candidate is highly competitive, persistent, coachable, and capable of building relationships while maintaining a strong focus on revenue and gross profit.
Key Responsibilities
Prospecting & New Business Development
This position focuses primarily on prospecting, relationship development, qualifying opportunities, securing new accounts, and growing existing customers across truckload, LTL, expedited and other transportation services.
The ideal candidate is highly competitive, persistent, coachable, and capable of building relationships while maintaining a strong focus on revenue and gross profit.
Key Responsibilities
Prospecting & New Business Development
- Identify and prospect potential shippers and transportation customers.
- Conduct outbound calls, emails, LinkedIn outreach, and other prospecting activities.
- Develop targeted prospect lists based on industry, geography, freight profile, and shipping volume.
- Research prospects and identify transportation pain points.
- Schedule discovery calls and customer meetings.
- Build and maintain a consistent sales pipeline.
- Convert qualified prospects into active customers.
- Conduct discovery conversations to understand a customer's freight network.
- Identify opportunities where the company can provide better service, capacity, pricing, or technology.
- Develop transportation solutions around customer requirements.
- Prepare and present pricing and service proposals.
- Negotiate rates and commercial terms within established parameters.
- Close new business and transition accounts into operations.
- Develop long-term relationships with customers.
- Identify additional lanes, facilities, modes, and freight opportunities within existing accounts.
- Increase wallet share through cross-selling.
- Regularly communicate with customers regarding service and performance.
- Identify opportunities before competitors do.
- Maintain accurate CRM records.
- Track prospect activity, opportunities, quotes, and expected revenue.
- Maintain sufficient pipeline coverage to consistently achieve sales goals.
- Forecast expected business accurately.
- Follow up consistently on open opportunities.
- Understand truckload, LTL, expedited, and other transportation services.
- Develop an understanding of freight markets and capacity conditions.
- Understand transportation pricing and the relationship between buy rates, sell rates, and gross profit.
- Work with operations and carrier teams to develop competitive solutions.
- Partner with operations to ensure customer freight is executed successfully.
- Provide operations with accurate customer requirements and expectations.
- Communicate service issues to customers proactively.
- Work with carrier procurement to identify capacity.
- Collaborate with management on pricing and strategic opportunities.
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