National Sales Representative

About the Role

We are looking for a driven, self-directed National Sales Representative to lead business development and account growth across Canada. This is a high-autonomy role suited for a seasoned sales professional who thrives working independently, managing their own pipeline, schedule, and priorities while staying aligned with company goals. You will be the primary point of contact for new and existing customers, owning every stage of the sales cycle from prospecting through to contract execution and ongoing account management.

Key Responsibilities

1. New Business Development (National)

• Build and execute a national sales plan targeting priority regions across Western and Eastern Canada

• Identify, qualify, and close new business with shippers, distributors, and 3PLs

• Prospect through a mix of cold outreach, referrals, industry events, and digital tools/CRM

• Conduct discovery meetings to understand customer freight profiles, network requirements, service needs, and decision-making processes

• Prepare and present clear, commercially sound proposals and rate packages aligned with company strategy

• Negotiate rates and service terms within company guidelines, maintaining a focus on sustainable Net Gross Profit

• Secure service agreements and contracts, then coordinate a smooth handoff to operations

2. Strategic Account Management & Growth

• Own a defined portfolio of existing customers with clear growth and retention targets

• Build and maintain relationships at multiple levels on the client side, including logistics, operations, procurement, and finance

• Conduct regular business reviews (virtual or in-person) to discuss performance, volumes, and opportunities

• Identify upsell and cross-sell opportunities across additional lanes, locations, or services

• Coordinate with internal teams to resolve issues quickly and protect account health

3. Pipeline, Forecasting & Reporting

• Maintain accurate records of all accounts, opportunities, and activities in the CRM

• Build monthly, quarterly, and annual forecasts covering:

– New business acquisition

– Growth from existing accounts

– Retained new business from prior years

• Provide monthly performance updates to Sales leadership with commentary on pipeline quality, wins/losses, and notable opportunities

• Leverage data on volumes, margin, and retention to refine focus areas and travel priorities

4. Market Intelligence, Brand & Internal Collaboration

• Stay current on market conditions, competitor activity, and industry rate trends; share insights internally

• Represent the company at key trade shows and industry events across Canada

• Support the development and refinement of sales tools, including presentations, case snapshots, and competitive positioning materials

• Partner closely with operations, finance, and customer service to ensure proposed solutions are operationally realistic and profitable

• Maintain a professional, customer-first, and collaborative approach at all times

• Remain reachable during business hours and responsive to urgent business needs

Requirements

Must-Have Qualifications

• Experience: 5–10 years of B2B sales experience with meaningful exposure to:

– Transportation, logistics, or 3PL environments

– Distribution or supply-chain sales targeting similar customer segments

• Proven Track Record: Demonstrated success in:

– Meeting or exceeding revenue and growth targets

– Managing multi-region or national accounts and territories independently

• Strong Capabilities In:

– Relationship-building and stakeholder management across all organizational levels

– Negotiation, pricing strategy, and commercial discipline

– Communicating value propositions using financial fundamentals

• Self-Management: Comfortable operating with a high degree of autonomy, including:

– Frequent travel within Canada (air and road) as business requires

– Working independently while maintaining alignment with leadership and cross-functional teams

– Proactively managing your own schedule, territory, and priorities with minimal oversight

• Technical Proficiency:

– Microsoft Office Suite (Excel, PowerPoint, Outlook)

CRM, ERP, and project management tools for pipeline and forecast management

Benefits

What We Offer

• Competitive base salary

• Comprehensive health and dental insurance

• Travel expense coverage

• Dedicated marketing and sales budget

• Attractive bonus and commissions package

• Annual performance bonus