Sales Executive

 BNSF Logistics, a Berkshire Hathaway company, is a premier logistics and warehousing provider that addresses the most complex cargo challenges facing the U.S. shipping industry - today and in the future. Through innovative design and engineering, seamless multimodal execution, strategic asset deployment, exclusive rail partnerships, and comprehensive customer service, BNSF Logistics offers proven, time-efficient, and cost-effective solutions. We solve our customers’ toughest challenges in ways no other 3PL can match.

 At BNSF Logistics, we deliver what matters to you.

Primary Functions:

The key responsibility of the Sales Executive - Retail Specialty & Warehousing - is to lead the overall sales market strategy and drive revenue growth for Rogers and Houston Warehouses and Retail Specialty Services. The primary focus of this role is the development of new customers and growth of existing relationships to support the Warehousing and Retail Specialty services.

The Sales Director will utilize proven sales techniques to initiate contact, assess customer needs, and present relevant solutions that generate revenue for the organization. They will prepare and deliver presentations or demonstrations that educate and expose the customer to offerings and drive the sales process. The Sales Executive will work collaboratively with the Chief Commercial Officer and Project Managers as well as independently, to identify, engage and close new business opportunities focusing on warehousing and retail specialty services.

Position Responsibilities:

1. Set the market sales strategy for Rogers Warehouses.
2. Responsible for setting the sales budget for the Rogers Warehouse and provide Quarterly updates.
3. Train the Commercial team on selling warehousing and retail specialty products and services that have warehousing and retail opportunities.
4. Develop pricing models and train the solutions team on how to price opportunities.
5. Work with the Marketing team to develop marketing materials specific to warehousing and retail specialty services.
6. Accurately manage all current pipeline content via platforms for communicating business resources 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.

4. Propose and secure new contracts for the Rogers warehouse.
5. Respond to Requests for Information and Proposal, negotiating pricing and terms of new account agreements to maximize revenue and profit and minimize risk.
6. Collaborate with procurement, engineering, solutions design, marketing, operations and other sales team members in the fulfillment of their responsibilities.
7. Monitors the industry, business environment, competitors, and customers to develop action plans for expanding and retaining the customer base.
8. 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.
9. Achieve annual revenue growth objectives outlined in yearly incentive plan.
10. Document all sales activities 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. 
11. 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 degree is required, preferably in business administration, accounting, economics, finance, etc.
• 10+ years related experience required.
• 5+ years of experience in the logistics industry is required.
• 5+ years management experience preferred.
• Extensive knowledge of such fields as accounting, economics, marketing, business administration, finance, etc. preferred.
• Willingness to travel up to 50% is required.

 Job Skills & Qualifications

Required:

• Broad knowledge of such fields as accounting, marketing, business administration, finance, etc. required.
• Previous sales experience with proven experience in developing new business.
• Previous project management experience

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.