Senior Sales Executive

Description

• Company: Patterson Companies
• Location: Plant City, FL/remote
• Department: Sales – Transportation & Logistics
• Reports To: Senior Leadership

About Patterson Companies

Patterson Companies is a trusted logistics provider delivering reliable, customer-focused solutions across North America. We pride ourselves on being a small but mighty team that pairs deep industry expertise with a flexible, customer-first approach. We serve shippers across diverse industries with customized transportation solutions that emphasize service, communication, and execution.

As we continue to grow, we’re seeking a results-driven Senior Sales Executive to expand our customer base, strengthen relationships, and help scale Patterson’s presence in the transportation and logistics marketplace.

Position Summary

• The Senior Sales Executive is responsible for driving top-line revenue growth by:
• Prospecting new shippers in targeted industries and regions.
• Securing new business opportunities through consistent outreach, relationship building, and solution-based selling.
• Growing existing accounts by deepening relationships, expanding wallet share, and ensuring customers are leveraging the full suite of Patterson’s logistics services.
• This role requires a hunter mentality with the ability to cultivate leads, convert opportunities into long-term customers, and manage ongoing account growth.

Key Responsibilities

New Business Development (60%)

• Identify, research, and pursue prospective shippers in line with Patterson’s target customer profile.
• Leverage prospecting tools (ZoomInfo, LinkedIn Sales Navigator, industry directories, networking) to build a healthy pipeline.
• Conduct high-volume, high-quality outreach via phone, email, LinkedIn, and industry events.
• Qualify prospects by understanding freight profile, pain points, and decision-making processes.
• Deliver compelling sales presentations and proposals tailored to customer needs.
• Close new shipper accounts, achieving monthly and quarterly sales targets.

Account Growth & Retention (30%)

• Serve as a trusted advisor for existing shippers, proactively identifying opportunities to expand services (lanes, modes, geographies).
• Conduct quarterly business reviews (QBRs) with top accounts to align KPIs and growth opportunities.
• Partner with operations and carrier sales teams to ensure service excellence, issue resolution, and consistent customer satisfaction.
• Monitor customer freight spend, margin, and service levels to identify trends and risks.

Collaboration & Market Development (10%)

• Provide regular feedback to leadership and marketing teams on market trends, competitive intelligence, and shipper needs.
• Collaborate with operations to develop custom solutions and pricing strategies.
• Represent Patterson Companies at industry events, trade shows, and networking opportunities.
• Travel to meet with key customers as needed.

Performance Objectives / Weekly Goals

• To ensure accountability and alignment, the Senior Sales Executive will be expected to achieve:
• 100+ outbound activities per week (calls, emails, LinkedIn touches).
• 5–10 new prospect conversations per week leading to qualified discovery meetings.
• 3–5 qualified new shipper opportunities added to the pipeline weekly.
• 1–2 formal proposals or bids submitted weekly.
• Consistent pipeline growth with a focus on advancing opportunities through each sales stage.
• Quarterly account reviews with top 5–10 existing customers.

Requirements

Required Skills & Competencies

• Proven success in transportation/logistics sales (3–5+ years), ideally with a book of business or shipper relationships.
• Strong understanding of full truckload (FTL), less-than-truckload (LTL), reefer, flatbed, and intermodal services.
• Excellent communication, presentation, and negotiation skills.
• Hunter mentality with resilience and persistence in prospecting.
• Ability to manage both new business acquisition and account expansion.
• CRM experience (HubSpot, McLeod, etc.) and comfort with prospecting platforms (ZoomInfo, LinkedIn Sales Navigator).
• Highly organized with the ability to manage multiple opportunities simultaneously.
• Strong business acumen and ability to craft customer-focused solutions.

Education & Experience

• Bachelor’s degree in business, Supply Chain, Marketing, or related field preferred (or equivalent logistics experience).
• Minimum 3–5 years in freight brokerage, 3PL sales, or transportation services.
• Documented track record of meeting/exceeding revenue and margin goals.
• Why Join Patterson Companies?
• Competitive base salary + uncapped commission structure.
• Full benefits package (medical, dental, vision, 401k).
• Entrepreneurial environment where your impact is seen and rewarded.
• Opportunity to build and grow alongside a high-performing, relationship-driven team.
• Flexibility and autonomy to manage your territory and customer relationships.