Sales Executive

BNSF Logistics is a technology and people-driven third-party logistics company that delivers what matters – to our people, our customers, our carriers, and our communities.  BNSF Logistics is a place where diverse talent works together every day in an inclusive way to create and implement the best ideas to help us DELIVER WHAT MATTERS.  We achieve this through our commitment to our Guiding Principles which helps us create the ultimate competitive advantage in the marketplace.

We PROTECT THE WELL-BEING OF OURSELVES AND OTHERS
We DRIVE INNOVATION AND EMBRACE TRANSFORMATION
We RESPECT AND SERVE EVERYONE
We KEEP OUR COMMITMENTS
We FOSTER A COLLABORATIVE AND INCLUSIVE COMMUNITY
We CELEBRATE AND ENJOY THE JOURNEY!

Primary Functions:

The Sales Executive is responsible for securing new business revenue within select market verticals by developing and delivering value-driven proposals that resonate with customer needs. This role focuses on building and strengthening relationships with both new prospects and existing customers—particularly at the senior level—to drive growth. Success requires a structured, organized approach to sales planning, pipeline development, and strategic engagement that supports long-term commercial impact.

Building on this foundation, the Sales Executive will leverage a consultative approach and a formal sales process to identify, engage, and close new business opportunities. Operating under the guidance of the Chief Commercial Officer while also driving initiatives independently, the Sales Executive will deliver tailored solutions across multiple modes and services—including third-party logistics, project cargo, consulting, and multimodal transportation (rail, heavy haul/over-dimensional, ocean). The role will focus on the companies’ key verticals – Wind & Renewable energy, Project Cargo, Project Warehouse Logistics, Military and Government, and Engineering Consultation, supporting transportation and warehousing solutions led by the Engineering, Procurement, Logistics, and Transport business unit.

Basic Qualifications:

A highly effective Sales Executive will be a recognized leader or rising talent within the energy, power generation, or grid infrastructure sectors who is seeking a strategic commercial role. Known for credibility, influence, and deep industry insight, this individual brings a strong network and domain expertise that aligns with our customers and their ecosystems. While direct logistics sales experience is not required, the ability to translate complex customer needs into actionable solutions is essential. Sales process training and support will be provided to enable success in this role.

The ideal candidate will bring a transferable portfolio of customer relationships and opportunities, enabling immediate impact through accelerated pipeline growth and new revenue generation. Long term success in this role requires a strong grasp of enterprise-scale technical sales processes and the ability to prospect and close complex, high-value deals across diverse verticals—including those beyond the current BNSF Logistics customer base.

As the primary contact for customers, this individual must demonstrate trusted advisor capabilities, cultivating senior-level relationships and expanding strategic accounts. They will also possess strong contracting and negotiation skills, adept at navigating multi-stakeholder environments and legal intricacies.

Finally, the Sales Executive will exhibit strong business acumen, commercial insight, and leadership—collaborating cross-functionally to deliver customer-centric solutions aligned with BNSF Logistics’ strategic goals.

Key Responsibilities

• Prospect & Engage
• Proactively identify and engage new customers through strategic outreach, industry events, networking, and digital platforms.
• Leverage industry reputation and commercial insight to attract high-value opportunities in key verticals.
• Qualify & Build Pipeline
• Engage senior decision-makers (C-suite, directors, managers) to qualify opportunities and build a high-value pipeline across new and existing accounts.
• Maintain a robust funnel capable of delivering incremental revenue aligned with growth targets.
• Develop & Propose Solutions
• Collaborate with internal teams (procurement, engineering, solution design, marketing, operations) to craft tailored proposals and multimodal solutions.
• Partner with leadership to develop pricing strategies and present compelling value propositions.
• Negotiate & Close
• Respond to RFIs and RFPs, negotiating pricing and terms to maximize revenue and minimize risk.
• Secure new agreements by leveraging insights, stakeholder relationships, and deal-making expertise.
• Implement & Grow
• Communicate newly signed agreements to support implementation and ensure rapid revenue ramp-up.
• Conduct regular business reviews with customers to align on goals, progress, and strategic initiatives.
• Cultivate long-term relationships to deepen strategic account development and drive sustained growth.
• Track & Report
• Accurately manage pipeline and sales activity through CRM tools for visibility, forecasting, and resource planning.
• Maintain organized and up-to-date documentation of all sales activities—including calls, emails, visits, proposals, and opportunity updates—within CRM systems to support performance tracking, pipeline visibility, and continuous improvement.

• Travel & Represent

• Represent BNSF Logistics in the market through customer visits and industry presence; travel up to 50% may be required.

Education and/or Experience Qualifications:

• 5+ years related industry or executive experience is preferred
• 3+ years of related industry sales experience preferred.
• A four-year college degree, within a business-related field, is preferred.
• Willingness to travel up to 50% required.

Additional Employment Statement

Applicants seeking employment in the US must possess work authorization that does not necessitate sponsorship of a visa for employment authorization in the United States, both presently and in the future.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

An Equal Opportunity Employer. All qualified applicants will receive considerations for employment without regard to race, color, religion, sex, sexual orientation, gender, identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.