LOGISTICS SALES REPRESENTATIVE

Summary

IRH is seeking a driven Logistics Sales Representative to develop new business and expand existing customer relationships within the specialized transportation and industrial services markets. This position will focus on customers requiring dependable, project-driven logistics solutions, including heavy haul, oversized and overweight freight, dedicated transportation, project cargo, and specialized equipment.

The ideal candidate understands that selling specialized logistics requires more than quoting freight. This role must evaluate each customer's operational needs, identify risks, coordinate with the operations team, and develop transportation solutions that can be executed safely, reliably, and profitably.

Target Market

The primary territory will include the Mountain West, Pacific Northwest, and Southwest, with the ability to pursue strategic opportunities throughout the United States.

• Heavy haul and specialized transportation
• Oversized and overweight freight
• Industrial manufacturing and equipment
• Electrical and power-generation equipment
• Renewable energy and utility projects
• Data center and infrastructure construction
• EPC contractors and major construction projects
• Machinery moving, rigging, and millwright-related transportation
• Dedicated fleet and recurring transportation programs
• Project cargo requiring specialized trailers, routing, permitting, pilot cars, or coordinated delivery
• General freight opportunities that support broader customer relationships

Essential Duties And Responsibilities

• Identify and develop new customers within specialized transportation, industrial manufacturing, construction, energy, utility, and project cargo markets.
• Build and maintain a qualified sales pipeline through prospecting, referrals, industry relationships, job-site intelligence, networking, and customer visits.
• Develop relationships with logistics managers, project managers, procurement teams, plant managers, contractors, and executive decision-makers.
• Meet with customers to understand project schedules, equipment dimensions, weights, declared cargo values, delivery requirements, site restrictions, and operational risks.
• Work closely with operations, dispatch, safety, and leadership to develop safe and executable transportation plans.
• Prepare professional quotes and proposals covering transportation, permits, escorts, specialized equipment, insurance requirements, standby, storage, and other project-related services.
• Promote the company’s asset-based transportation capabilities while using brokerage resources to provide additional capacity and support.
• Identify opportunities to self-perform high-value freight using company-owned tractors and specialized trailers.
• Cross-sell related company services, including crane services, rigging, machinery moving, millwrighting, warehousing, and project support.
• Maintain regular communication with customers throughout the sales and project lifecycle.
• Conduct job walks, customer visits, and project planning meetings when necessary.
• Negotiate pricing and contract terms while protecting company margins and operational requirements.
• Ensure opportunities are properly handed off to operations with complete and accurate shipment information.
• Maintain accurate records of prospects, customer activity, quotes, projected revenue, and follow-up commitments.
• Monitor market activity, major projects, industry developments, and competitor capabilities.
• Assist with resolving customer concerns while maintaining strong, long-term relationships.
• Meet established goals for revenue, gross margin, new customer acquisition, customer retention, and sales activity.

Required Qualifications

• Two or more years of experience in logistics sales, transportation sales, heavy haul, industrial services, construction services, or a related business-to-business sales role.
• Demonstrated ability to prospect, develop relationships, and close new business.
• Strong understanding of transportation pricing, capacity, and customer service expectations.
• Ability to understand equipment dimensions, weights, schedules, cargo values, and job-site requirements.
• Strong written and verbal communication skills.
• Ability to prepare clear, accurate, and professional quotes and proposals.
• Strong organizational skills with the ability to manage multiple opportunities and deadlines.
• Willingness to travel for customer meetings, site visits, and industry events.
• Proficiency with CRM systems and Microsoft Office applications.
• Valid driver’s license and acceptable driving record.

Preferred Qualifications

• Existing relationships within indust