Senior Sales Executive, Freight Forwarder Growth

Senior Sales Executive / Freight Forwarder Growth Freight Forwarder Growth (New Logo + Existing Account Expansion) Location: Chicago, IL Reports To: Allen Clifford Compensation: Total on-target earnings of up to $185,000 annually (base salary plus bonus potential) About ITG Trans 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. 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. The Opportunity 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. What You’ll Do New Account Development (Hunting) Prospect, qualify, and close new freight forwarder accounts aligned to our ideal customer profile Build and manage a strong outbound pipeline via calls, email, networking, and referrals Conduct consultative discovery to understand operational needs and buying processes Develop proposals, pricing strategies, and service plans that drive profitable growth Own the sales process from first contact through first shipment stabilization Existing Customer Expansion (Growth Focus) Drive volume and gross profit growth within current freight forwarder accounts Map forwarder organizations and identify additional branch decision-makers Onboard additional branches and expand adoption across forwarder networks Expand share-of-wallet by adding lanes, services, and repeat shipment programs Lead structured account growth plans with clear targets and next steps Coordinate internally to remove obstacles and accelerate expansion Sales Execution & Collaboration Partner with operations and customer teams to ensure seamless onboarding Maintain clear communication during implementation and issue resolution Manage pipeline, forecasting, and account planning within CRM Stay informed on market trends, competitive positioning, and customer needs What Success Looks Like Measurable growth in volume and gross profit across existing forwarder accounts Consistent onboarding of new branches within current customers Increased share-of-wallet through additional lanes and services Closed-won new forwarder accounts that become active shippers Accurate forecasting and a healthy, well-managed pipeline What You Bring 5+ years of B2B sales experience in logistics, transportation, or supply chain Proven success in outbound prospecting and closing new business Experience selling into freight forwarders or building forwarder relationships Demonstrated ability to expand wallet-share within existing accounts Strong discovery, presentation, and negotiation skills Experience managing multi-stakeholder deals CRM proficiency and disciplined pipeline management Comfortable operating in a performance-driven environment Preferred Existing relationships in the freight forwarder ecosystem Experience selling freight forwarding or LTL solutions Experience with mid-market and enterprise accounts Familiarity with structured sales methodologies (MEDDICC, SPICED, Challenger, etc.) Benefits & Perks 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: Competitive base salary + performance-based incentive…