Account executive, 3pl

This role sits at the center of our growth strategy within third-party logistics (3PL), responsible for expanding revenue while protecting margin integrity in a dynamic, competitive market. As customer expectations evolve and supply chain complexity increases, we need a commercially sharp operator who can identify high-value opportunities, convert them into long-term business, and maintain disciplined pricing strategies. Success in this role means consistently generating profitable new business, deepening multi-level customer relationships, and serving as a trusted advisor across complex logistics environments. This is a high-impact, revenue-driving position with direct influence on market expansion, customer retention, and overall business performance.

What you’ll do

1. Drive strategic revenue growth
   • Identify, qualify, and convert new 3PL opportunities using disciplined prospecting strategies
   • Build and manage a robust pipeline aligned to revenue and profitability targets
   • Maintain pricing discipline while scaling business across key accounts and target industries
   • Follow up on leads and emerging opportunities with urgency and precision
2. Build and expand account relationships
   • Develop and maintain relationships across multiple levels within customer organizations
   • Engage consistently through in-person and virtual communication to strengthen trust and visibility
   • Position company capabilities effectively through deep knowledge of service offerings
   • Serve as the primary commercial point of contact for assigned territory accounts
3. Own pricing, contracts, and commercial execution
   • Develop customer pricing strategies and submit for corporate approval
   • Interpret and manage pricing agreements, contractual terms, and commercial requirements
   • Balance competitiveness with margin protection in all deal structures
   • Collaborate cross-functionally to align pricing with operational capabilities
4. Partner cross-functionally to deliver results
   • Work closely with operations to understand customer needs and resolve service issues
   • Align customer expectations with operational realities to ensure consistent execution
   • Communicate internally across service centers and corporate stakeholders
   • Support collections efforts to maintain healthy account performance
5. Strengthen team capability and performance
   • Lead by example through professional conduct, accountability, and execution discipline
   • Share knowledge, insights, and best practices across the sales organization
   • Contribute to departmental initiatives and company-wide growth priorities
   • Operate independently while maintaining alignment with leadership objectives

What you bring

• Bachelor’s degree (BA/BS) or 5+ years of sales experience in transportation/logistics or equivalent combination
• Proven track record of generating revenue growth and managing customer relationships in a 3PL environment
• Strong commercial acumen with the ability to interpret pricing agreements, financial reports, and legal documents
• Advanced communication and presentation skills across customer, executive, and operational audiences
• Demonstrated sales negotiation expertise with the ability to close and expand accounts
• Experience collaborating cross-functionally in fast-paced operational environments
• Working knowledge of hazmat regulations (preferred)
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint) and Power BI
• Strong time management, prioritization, and organizational skills
• Ability to manage multiple accounts, projects, and deadlines simultaneously
• Valid driver’s license and ability to travel within assigned territory
• High level of discretion handling confidential customer and business information

How you operate

• You think in terms of pipeline, margin, and lifetime value—not just deals
• You take ownership of outcomes and operate with minimal oversight
• You build trust quickly and maintain it through consistency and follow-through
• You balance speed with discipline—moving quickly without compromising quality
• You communicate clearly, directly, and with purpose
• You navigate ambiguity and solve complex commercial challenges
• You hold yourself accountable to measurable performance standards

About Roadrunner

We’re not just moving freight; we’re reimagining long-haul shipping. Our Smart Network™ offers more direct long-haul metro-to-metro routes than any other nationwide LTL carrier in the United States, with service extending into Canada and Mexico and terminals across 40+ metro markets. Powered by AI and machine learning, our operations platform ensures real-time tracking, custodial control, and full shipment visibility. With driver teams executing over-the-road (OTR) moves — and no freight moving on rail — customers experience industry-leading transit times, minimal rehandling, and dramatically reduced risk of loss or damage. Our 900+ owner-operators benefit from scheduled freight, fewer touches by design, consistent long-haul density, and a differentiated metro-to-metro model that creates predictable earning opportunities. This precision and performance have earned Roadrunner national recognition by over 3,000 shippers, and was ranked this year #1 in Operations, #1 in Technology, and #1 in Value in the Quest for Quality Awards, as well as honors as a Top 100 Trucking Company by Inbound Logistics and a Top Tier Service Carrier by Mastio. We’re growing fast. Roadrunner is building something special with great people, a winning culture and a differentiated service offering in the marketplace. Join us today to grow your career! We Run Safe. We Run Smart. We Run Together.

Compensation & Setup

Pay: $120,000–$130,000 base salary incentives: Performance-based incentives aligned to revenue and profitability goals

Location: Hybrid – based in Downers Grove, IL

Benefits

Full benefits package including medical, dental, vision, 401(k), and paid time off

Physical Demands and Work Environment

The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Physical Demands Daily outside travel to make sales calls in any weather. Light physical activity performing non-strenuous daily activities of an administrative nature. Outside salespeople are regularly required to sit, stand, travel to and from a customer’s place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.

Work Environment The service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation. Outside travel in all weather is required Can be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather) and outdoor weather conditions when touring prospect or client plants. There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls. Overnight travel (up to 50%) by land and/or air required.

* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.

* Roadrunner is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind.

* We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!