CrossCountry Freight Solutions · 7 hours ago
Senior Business Development Representative
Wichita, KS
Full-time
Hybrid
Mid, Senior Level
$75K/yr - $90K/yr
2+ years expCrossCountry Freight Solutions is an exceptional company with a mission to achieve universal prosperity with their customers and communities. As a Senior Business Development Representative, you will manage strategic accounts, leveraging your LTL industry knowledge to sell value-based solutions while collaborating with other representatives on shared accounts.
TransportationLogisticsFreight Service
Responsibilities
Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period)
Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements
Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors
Sell value-based solutions and justify premium pricing through ROI and service differentiation
Manage 3-week conversion period with systematic follow-up and proactive customer engagement
Handle first 4-6 weeks post-conversion (highest service issue risk) with intensive customer support
Maintain 50+ retained customer relationships with consistent touchpoints and value-added service
Manage strategic accounts ($100k+ annual revenue) requiring premium service offerings
Advise customers on integration technologies (API/EDI), TMS systems, and logistics options
Use CRM daily to track all activities, opportunities, and customer interactions accurately
Follow established sales process and complete assigned tasks within company systems
Coordinate with operations, customer service, and claims teams to resolve issues
Collaborate with 4-5 Outside Sales reps on shared accounts and provide guidance
Handle more complex shipping problems requiring creative solutions and network knowledge
Maintain deep understanding of competitive landscape and alternative transportation modes
Target: $1M annual revenue growth (8-10 new $100k+ customers per year)
Qualification
Required
1 year with our company OR 2 years LTL industry experience
Demonstrated success in Outside Sales role (if internal promotion)
Deep network knowledge and ability to advise customers on routing and service options
Proven ability to sell value over price and justify premium pricing
Conversational knowledge of 3PLs, API/EDI integration, TMS systems, and broader logistics modes
Comfortable with technology: CRM systems, mobile applications, Microsoft Office
Strong organizational skills and ability to work within structured processes
Self-motivated with ability to work independently
Valid driver's license and reliable transportation
Preferred
Bachelor's degree preferred but not required
Benefits
Medical, Vision, Dental, Supplemental, and Life Insurances available.
Paid time off, paid holidays, paid community volunteer time
401k retirement plan
Company
CrossCountry Freight Solutions
CrossCountry Freight Solutions is an LTL trucking company with over 40 years of experience delivering a wide variety of freight to business and residential customers throughout the upper Midwest.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Boyd Bischke
Chief Operating Officer
Company data provided by crunchbase