How I would grow PAM's Houston book, one shipper at a time
A short walk through who I am, how I would prospect Houston shippers, and what my first 90 days would look like. A few quick questions at the end help me prepare for our conversation.
Hi Jacob, I'm Gilbert.
I'm a Houston based B2B seller who has worked trucking from both sides: selling commercial trucks to fleets and owner operators, and coordinating carriers on the logistics side.
- Number one producing commercial truck sales executive at Infinity Truck Sales in 2017 and 2018, closing 5 to 10 B2B deals a month, much of it from prospecting, repeat customers and referrals.
- At Marcor Logistics in Houston I coordinated 10 to 20 third party trucking vendors, tracked Port of Houston drayage schedules, and digitized delivery and billing records.
- Grew a restaurant from $150K to $500K a year and ran a restoration operation with about $800K in projects, so I speak the language of small and mid size owners.
- Bilingual in English and Spanish. SQL, Python and Tableau certified through UT Dallas, and I build my own dashboards.
What I know about PAM
From the posting and public information. You will know far more, and I'd like to learn it.
Built from Tontitown, Arkansas
An international truckload carrier with 2,200+ trucks and 8,500+ trailers, that still keeps a small town feel.
US and Mexico freight
PAM moves freight across the US and through the Mexico border at Laredo, a real advantage for Houston shippers with cross border business.
Hunt and grow SMB shippers
Cold call, negotiate rates, win profitable freight on target markets and priority lanes, and grow those shippers into long term accounts.
Why I fit: the role, matched to my experience
Each line comes straight from the job posting.
| What the role needs | What I bring |
|---|---|
| Extensive cold calling and prospecting | Number one truck sales producer two years running, built on phone prospecting, walk ins and fast follow up. |
| Negotiating rates for profitable business | Negotiated B2B truck deals every month, and worked rates and schedules with 10 to 20 trucking vendors at Marcor Logistics. |
| Target markets, priority lanes and key domiciles | Houston freight background, including Port of Houston drayage. I would work closely with operations so I sell the lanes PAM runs best. |
| Lane files and rating accuracy | Detail oriented: I audited every invoice and purchase order for a commercial factoring partner, so numbers had to be right. |
| Documenting everything in the CRM | I kept a clean, daily pipeline at the dealership and have 2 years in Salesforce. |
| Power BI and account research tools | Certified in SQL and Tableau, and I build my own dashboards, so Power BI will feel familiar fast. |
| Small and mid size accounts | I have run small businesses myself, so I know how owners buy: they want a straight answer and someone who picks up the phone. |
| 1 to 3 years in transportation and/or sales | Commercial truck sales, logistics coordination at Marcor, and 11+ years running operations. |
How I would prospect Houston shippers
My starting plan. I'd adjust it to PAM's lanes, domiciles and ideal customer once I learn them.
Sell what PAM runs best
Begin with PAM's priority lanes and key domiciles out of Houston, then find shippers already moving freight on those lanes.
Houston's freight corridors
Manufacturers, distribution and warehouse operators, building materials suppliers and port related shippers along I-10, Beltway 8 and Highway 225. To confirm with you.
Calls first, follow ups after
Call blocks every morning, follow ups and quotes in the afternoon, and every touch logged in the CRM the same day.
Win one lane, then grow
Ask for one load on a lane PAM runs well, make sure it goes perfectly, then ask for the next lane and the backhaul.
My first 90 days
Simple and measurable, so you always know where I stand.
- Days 1 to 30: Learn and load the pipelineLearn PAM's lanes, rating process, CRM and Power BI. Shadow operations on the Houston domiciles. Build a target list of Houston SMB shippers on priority lanes and start daily call blocks.
- Days 31 to 60: Quotes and first loadsSteady daily calling, first quotes out, first loads moved with new shippers. Weekly pipeline review with my manager, and refine the list based on what converts.
- Days 61 to 90: Repeat freightSeveral new shippers moving repeat freight, more lanes with each one, accurate lane files, and clear numbers on calls, quotes and wins.
A few questions before we talk
Quick questions, one at a time, with options to tap. A couple of follow ups only appear based on your answers. When you finish, your answers come straight to me so I can prepare.