Senior Sales Executive, Freight Forwarder Growth at Cargomatic

<h2 data-start="0" data-end="59">Senior Sales Executive / Freight Forwarder Growth</h2> <p data-start="60" data-end="251">Freight Forwarder Growth (New Logo + Existing Account Expansion)<br data-start="124" data-end="127">Location: Chicago, IL<br data-start="157" data-end="160">Reports To: Mike Anderson<br data-start="185" data-end="188">Compensation: Total on-target earnings of up to $185,000 annually (base salary plus bonus potential)</p> <p data-start="253" data-end="270">About ITG Trans</p> <p data-start="272" data-end="549">ITG Trans, powered by Cargomatic, is a fast-growing logistics and transportation provider delivering reliable, flexible freight solutions nationwide. We partner with freight forwarders across multi-branch networks to provide scalable, high-performance transportation solutions.</p> <p data-start="551" data-end="745">As we enter our next phase of growth, we are investing in top-tier sales talent to accelerate new customer acquisition and expand share-of-wallet within our existing freight forwarder portfolio.</p> <p data-start="747" data-end="764">The Opportunity</p> <p data-start="766" data-end="1286">We are seeking a high-performing sales leader who thrives in a hunter + farmer role. This position is responsible for winning new freight forwarder accounts while aggressively expanding volume and profitability within existing forwarder relationships. You will drive branch-by-branch adoption across forwarder networks and own the full sales lifecycle — from prospecting and pipeline creation through onboarding and account expansion — partnering closely with operations and customer support to ensure long-term success.</p> <p data-start="1288" data-end="1304">What You’ll Do</p> <p data-start="1306" data-end="1341">New Account Development (Hunting)</p> <ul data-start="1342" data-end="1795"> <li data-start="1342" data-end="1443"> <p data-start="1344" data-end="1443">Prospect, qualify, and close new freight forwarder accounts aligned to our ideal customer profile</p> </li> <li data-start="1444" data-end="1535"> <p data-start="1446" data-end="1535">Build and manage a strong outbound pipeline via calls, email, networking, and referrals</p> </li> <li data-start="1536" data-end="1623"> <p data-start="1538" data-end="1623">Conduct consultative discovery to understand operational needs and buying processes</p> </li> <li data-start="1624" data-end="1713"> <p data-start="1626" data-end="1713">Develop proposals, pricing strategies, and service plans that drive profitable growth</p> </li> <li data-start="1714" data-end="1795"> <p data-start="1716" data-end="1795">Own the sales process from first contact through first shipment stabilization</p> </li> </ul> <p data-start="1797" data-end="1841">Existing Customer Expansion (Growth Focus)</p> <ul data-start="1842" data-end="2310"> <li data-start="1842" data-end="1924"> <p data-start="1844" data-end="1924">Drive volume and gross profit growth within current freight forwarder accounts</p> </li> <li data-start="1925" data-end="2003"> <p data-start="1927" data-end="2003">Map forwarder organizations and identify additional branch decision-makers</p> </li> <li data-start="2004" data-end="2081"> <p data-start="2006" data-end="2081">Onboard additional branches and expand adoption across forwarder networks</p> </li> <li data-start="2082" data-end="2164"> <p data-start="2084" data-end="2164">Expand share-of-wallet by adding lanes, services, and repeat shipment programs</p> </li> <li data-start="2165" data-end="2239"> <p data-start="2167" data-end="2239">Lead structured account growth plans with clear targets and next steps</p> </li> <li data-start="2240" data-end="2310"> <p data-start="2242" data-end="2310">Coordinate internally to remove obstacles and accelerate expansion</p> </li> </ul> <p data-start="2312" data-end="2345">Sales Execution &amp; Collaboration</p> <ul data-start="2346" data-end="2644"> <li data-start="2346" data-end="2422"> <p data-start="2348" data-end="2422">Partner with operations and customer teams to ensure seamless onboarding</p> </li> <li data-start="2423" data-end="2498"> <p data-start="2425" data-end="2498">Maintain clear communication during implementation and issue resolution</p> </li> <li data-start="2499" data-end="2564"> <p data-start="2501" data-end="2564">Manage pipeline, forecasting, and account planning within CRM</p> </li> <li data-start="2565" data-end="2644"> <p data-start="2567" data-end="2644">Stay informed on market trends, competitive positioning, and customer needs</p> </li> </ul> <p data-start="2646" data-end="2671">What Success Looks Like</p> <ul data-start="2672" data-end="3018"> <li data-start="2672" data-end="2755"> <p data-start="2674" data-end="2755">Measurable growth in volume and gross profit across existing forwarder accounts</p> </li> <li data-start="2756" data-end="2822"> <p data-start="2758" data-end="2822">Consistent onboarding of new branches within current customers</p> </li> <li data-start="2823" data-end="2890"> <p data-start="2825" data-end="2890">Increased share-of-wallet through additional lanes and services</p> </li> <li data-start="2891" data-end="2956"> <p data-start="2893" data-end="2956">Closed-won new forwarder accounts that become active shippers</p> </li> <li data-start="2957" data-end="3018"> <p data-start="2959" data-end="3018">Accurate forecasting and a healthy, well-managed pipeline</p> </li> </ul> <p data-start="3020" data-end="3036">What You Bring</p> <ul data-start="3037" data-end="3568"> <li data-start="3037" data-end="3119"> <p data-start="3039" data-end="3119">5+ years of B2B sales experience in logistics, transportation, or supply chain</p> </li> <li data-start="3120" data-end="3187"> <p data-start="3122" data-end="3187">Proven success in outbound prospecting and closing new business</p> </li> <li data-start="3188" data-end="3270"> <p data-start="3190" data-end="3270">Experience selling into freight forwarders or building forwarder relationships</p> </li> <li data-start="3271" data-end="3343"> <p data-start="3273" data-end="3343">Demonstrated ability to expand wallet-share within existing accounts</p> </li> <li data-start="3344" data-end="3402"> <p data-start="3346" data-end="3402">Strong discovery, presentation, and negotiation skills</p> </li> <li data-start="3403" data-end="3450"> <p data-start="3405" data-end="3450">Experience managing multi-stakeholder deals</p> </li> <li data-start="3451" data-end="3506"> <p data-start="3453" data-end="3506">CRM proficiency and disciplined pipeline management</p> </li> <li data-start="3507" data-end="3568"> <p data-start="3509" data-end="3568">Comfortable operating in a performance-driven environment</p> </li> </ul> <p data-start="3570" data-end="3581">Preferred</p> <ul data-start="3582" data-end="3845"> <li data-start="3582" data-end="3643"> <p data-start="3584" data-end="3643">Existing relationships in the freight forwarder ecosystem</p> </li> <li data-start="3644" data-end="3702"> <p data-start="3646" data-end="3702">Experience selling freight forwarding or LTL solutions</p> </li> <li data-start="3703" data-end="3757"> <p data-start="3705" data-end="3757">Experience with mid-market and enterprise accounts</p> </li> <li data-start="3758" data-end="3845"> <p data-start="3760" data-end="3845">Familiarity with structured sales methodologies (MEDDICC, SPICED, Challenger, etc.)</p> </li> </ul> <p data-start="3847" data-end="3865">Benefits &amp; Perks</p> <p data-start="3867" data-end="4094">At Cargomatic, we believe great people do their best work when they’re supported — professionally and personally. We offer a competitive benefits package designed to promote health, flexibility, and long-term growth, including:</p> <ul data-start="4096" data-end="4672"> <li data-start="4096" data-end="4166"> <p data-start="4098" data-end="4166">Competitive base salary + performance-based incentive compensation</p> </li> <li data-start="4167" data-end="4235"> <p data-start="4169" data-end="4235">Medical, dental, and vision insurance with multiple plan options</p> </li> <li data-start="4236" data-end="4281"> <p data-start="4238" data-end="4281">401(k) retirement plan with company match</p> </li> <li data-start="4282" data-end="4334"> <p data-start="4284" data-end="4334">Generous paid time off (PTO), including holidays</p> </li> <li data-start="4335" data-end="4410"> <p data-start="4337" data-end="4410">Remote-friendly work environment with flexibility for field-based roles</p> </li> <li data-start="4411" data-end="4493"> <p data-start="4413" data-end="4493">Career growth opportunities within a fast-growing logistics technology company</p> </li> <li data-start="4494" data-end="4584"> <p data-start="4496" data-end="4584">Collaborative, entrepreneurial culture where performance and accountability are valued</p> </li> <li data-start="4585" data-end="4672"> <p data-start="4587" data-end="4672">Tools and resources to support sales success (CRM, enablement, operational support)</p> </li> </ul> <p data-start="4674" data-end="4694">Why Join ITG Trans</p> <p data-start="4696" data-end="4970">This role is central to ITG’s next phase of growth. You’ll have the opportunity to build meaningful forwarder relationships, expand multi-branch networks, and directly impact revenue growth in a high-visibility role within a growing logistics platform powered by Cargomatic.</p> <p data-start="4972" data-end="5105" data-is-last-node="" data-is-only-node="">If you’re a driven sales professional who excels at both winning new business and expanding strategic accounts, we’d love to connect.</p>