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National Sales Executive, Industrial Vertical (Remote)

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Date: 31-Mar-2021

Location: US

Company: Purolator


Open up to the Possibilities!

Working at Purolator International, Inc. is more than a job.  It's an opportunity to be part of a winning team and to contribute to the success of our growing company.  Purolator International is a subsidiary of Purolator Inc., Canada's largest integrated freight and parcel solutions company with over 50 years of delivering reliable, efficient and cost-effective shipping to, from and within Canada for more than 210 countries and territories worldwide.  We are the leading provider of cross-border logistics between the United States and Canada.  This is an exciting and evolving industry and we’re leading the change as we strive to deliver the future. Purolator International is rapidly expanding throughout the United States and seeking talented individuals to join our team.  Are you open to the possibilities?

COVID Measures: currently we have a travel ban in place due to the COVID pandemic.  This role will be remote with no approved travel until the COVID crisis has stabilized.  We have been very successful as an organization growing our business with current and new customers throughout the pandemic.  We have the appropriate tools and resources in place to make any new team member successful, no matter where they are located. 


We are looking for a growth-oriented sales representative to join our Strategic Sales-B2B/Industrial team.  This Strategic/National Sales Executive will be responsible for the prospecting, sales process, and closing new contracts with industrial vertical companies utilizing our array of services to, from, and within Canada.


The main focus for this position will be to develop opportunities and obtain net new business within the Industrial sector while serving as the primary point of contact for the client portfolio, ensuring all contacts’ needs are addressed in a timely fashion, and consistent business reviews are maintained on a regular schedule.  This National level role will focus on establishing a target client list with multi-million dollar revenue potential of transportation services.


The ideal candidate will have documented Industrial sector sales responsibility with a proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.



Ideally, we are looking for candidates located within the East, South, Great Lakes or Central regions of the country.  Our district offices in those regions are located in Detroit MI, Chicago IL, Atlanta GA, and Philadelphia PA.  Using one of those offices as a home market would be ideal. 


Requirements to be Considered:

We are looking for the following qualifications in order to be considered:

  • 7+ years of B2B commercial sales experience, specifically focusing on the Industrial vertical’s contacts at Director, VP, and C-levels
  • 5+ years successful transportation/freight forwarding sales experience
  • 5+ years closing business on large, $1 million+ annual revenue accounts
  • Meeting or exceeding assigned new business quotas
  • National or Regional level experience
  • Selling expertise related to expedited freight forwarding, International Express, LTL/TL on a cross-border basis, in order to be considered.
  • Proven track record of executing sales process (i.e., Strategic Account Selling, Solutions Selling) and new business generation within formal purchasing, negotiation, and contracting structures.


Job Responsibilities

  • Offer subject matter expertise and thought leadership to internal and external customer:
  • Consult with clients based on situation fluency to position Purolator such that our solutions deliver high customer value
  • Mentor and coach peers while ensuring shared best practices within the vertical
  • Act as the first escalation point of contact to handle the complexity involved in the accounts in a timely manner to meet the customer’s needs.
  • Collaborate with various internal cross-functional groups as needed to support prospective and current customers
  • Manage complexities across multiple teams and locations
  • Organize quotes/bids, RFI/RFPs according to Purolator process and standards
  • Continuously identify and drive opportunities for improvements within the team, utilizing lean principles and methodology
  • Active engagement and participation in training (e.g. Product and Skills training)


New Customer Acquisition:

  • Achieve assigned sales quota which includes higher revenue/growth targets by self-generating leads, pursuing assigned leads, and attending industry trade shows/conferences to accumulate leads to initiate new business opportunities
  • Ability to prospect new business using sales methodology such as Strategic Account Selling or Solution Selling
  • Ability to successfully sell products at a premium
  • Strong negotiation skills; high level of leadership influence



  • Collaborate with internal functions such as Commercial, District and Network Operations, IT to support prospective and current customers
  • Achieve weekly sales metrics (i.e., targeted meetings completed, solution/pricing requests for new opportunities)
  • Keep thorough records and makes reports on all phases of activities, to include CRM, for accurate forecast of opportunities within the pipeline
  • Create and implement market analysis to identify new business opportunities and increase market share through lead referrals
  • Increase Purolator’s presence within the market through industry organization participation and special event venues
  • Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, Sales Navigator, Microsoft Teams, etc.)
  • Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Motus Car Allowance Program, Success Factors, etc.)
  • Overnight Travel up to 50% (current restrictions to travel are in effect)
  • Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed
  • Carry out other duties as appropriate and as assigned by his/her Manager


Knowledge, Skills, and Abilities Requirements:

  • Track record and ability to self-generate new business and build strong customer relationships
  • Strong presentation creation and customization skills to convey unique concepts, solutions, and value propositions to all levels
  • Attention to detail and strong analytical ability
  • Thorough understanding of sales process and demonstrated application to close new business
  • Demonstrates an ability to think more broadly about supply chain solutions (consultative)
  • Legally eligible to work in the US
  • Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada



Posting Number: 41163   
Hours of Work:  Mon - Fri, 8:30 am - 5:00 pm, 37.5 hours per week  
Job Code: 875  
Location: Open to various locations  
Reports to:  Regional Sales Manager, Canada  
Working Conditions: On the Road  



Purolator International, Inc. provides a competitive benefits package to employees and their families, including:

  • Competitive Base Salary
  • Quarterly Sales Incentive Bonus Plan
  • 2x Salary Bonus Eligibility
  • Sales Awards and Recognitions
  • Medical, Dental, Vision, Prescription Drugs (80%+ paid by Employer)
  • 401k with up to 6% Employer Company Match
  • Employer Funded Life Insurance
  • Disability/Income Protection
  • Tuition Assistance
  • Employer Funded Health Savings Account (H.S.A)
  • Paid Time Off (Total of 29 days)


Purolator International is an equal opportunity employer committed to diversity and inclusion. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs.


Purolator International, Inc. is proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing and background verification checks.


Purolator International depends on our communities for public and business services that are critical to our success. We strive to always give back to the communities we belong to. A key component of the Purolator International’s culture is making valuable and charitable contributions as a company, regionally and as individuals. 

We recognize that our employees and their families are key stakeholders. We will only be successful as a business if we provide our employees with a safe and healthy workplace and if we have the right people in the right roles with the support they need to succeed. We hire for attitude and train for skills.  To learn more about us and our values, go to

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