Sales Executive, Project Cargo

Date: Nov 17, 2023

Location: N/A, US

Company: BNSF Logistics

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.





*May be located in any state where BNSF Logistics operates with a preference for Texas or surrounding states*


Primary Functions:

The key responsibility of the Sales Executive, Project Cargo is securing new business revenue in all market verticals by developing value-based proposals and other content to communicate value, strengthen prospect-relationship and senior-level networks with new customers.  The primary focus of this role is the development of new customers and growth of existing relationships.


Using a consultative approach and a formal sales process, the Sales Executive, Project Cargo will work at the direction of the VP, Project Cargo Sales as well as independently, to identify, engage and close new business opportunities with new customers. New business may be in multiple modes and services including: third party logistics services, project cargo, consulting services and multimodal solutions (including rail, heavy haul/over dimensional and ocean) with a focus on transportation solutions operated by the Engineering, Procurement, Logistics and Transport business unit. 


Basic Qualifications:

A highly effective Sales Executive, Project Cargo will have a robust understanding of enterprise-scale technical sales processes and solutions.  This will include an ability to successfully prospect for and close new business in verticals outside of the current BNSF Logistics customer portfolio and generate new revenue sources beyond established customer relationships. 


The Sales Executive, Project Cargo will be evaluated on the effective generation of new business through sales activity that includes a management of a pipeline of qualified leads and a focus on successful closing of project cargo sales to new customers  As the primary contact between BNSF Logistics and the customer, this position will be responsible for developing a deep understanding of the customer’s needs and business objectives in order to offer project based solutions that benefit both the customer and BNSFL. 


Position Responsibilities:

  • The Sales Executive, Project Cargo is focused on new business development that will call on C-Suite leadership, managers, and directors to develop a pipeline of consistent future business with prospective and existing customers.
  • Maintain a robust funnel capable of delivering incremental revenue at or above goals, including highly accurate and complete funnel analytics demonstrating a strategic ownership of business.
  • Accurately manage all current pipeline content via platforms for communicating business resource needs to the organization.  Conduct regular business reviews with customers on project progress, goals, and quarterly initiatives. Present data to customers, team members, and stakeholders by regular customer meetings and maintaining presence.
  • Propose and secure new agreements by contacting the appropriate management and decision makers within the prospect organization and leveraging insight concepts, tools and value-proposition content.
  • Respond to Requests for Information and Proposal, negotiating pricing and terms of new account agreements to maximize revenue and profit and minimize risk timely.
  • The Sales Executive, Project Cargo will interact with procurement, engineering, solutions design, marketing, operations and other sales team members in the fulfillment of their responsibilities.
  • Prospect new customers through various channels, including phone, email, visits, conferences, etc.
  • Develop and communicate newly signed account agreements to support implementation and ensure rapid, complete penetration and revenue growth of those agreements.
  • Work with internal support / leadership to meet customer needs, drive compliance to forecasted sales thresholds and clearly communicate and document customer service level expectations, addressing shortfalls as needed.
  • Collaborate with the VP, Project Cargo Sales to develop pricing strategies and proposals from procurement pricing information. Plan, develop and present proposals to customers.
  • Upon selling new business, the Sales Executive, Project Cargo will manage and cultivate the customer relationship for continued growth.
  • Achieve annual revenue growth objectives, in line with provided guidance with new business targets and industry segments as established by the VP, Project Cargo Sales.
  • Document all sales activity performed in our internal Customer Relationship Management tool (CRM) for ongoing evaluation of the new business pipeline and measurement of sales closure results.  Sales activity will include sales phone calls, emails, contacts, visits, messages, RFP and opportunity updates.  
  • This position is primarily an outside sales role meeting with potential new customers and may require up to 50% business travel.


Education and/or Experience Qualifications:

  • A four-year college degree, within a business-related field, is preferred.
  • 6+ years outside sales experience and/or training, an equivalent combination of education and experience is required.
  • 3+ years of logistics industry sales experience 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.


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.