Senior Associate, Freight Sales
About Wayfair: Wayfair is a leading online destination for the home, with a vast selection of furniture, decor, and more. We are expanding our supply chain services to offer innovative Multichannel and 3rd Party Logistics (3PL) solutions to Wayfair suppliers. Job Description: Wayfair is seeking a highly motivated and results-oriented Sales Agent to drive the adoption and growth of end to end Integrated Logistics using Castle Gate, including Freight Forwarding, drayage Multichannel and 3PL offerings. In this role, you will be responsible for identifying and engaging with potential customers, articulating the value proposition of our services, and closing new business. You will play a critical role in expanding Wayfair's presence in the logistics space and contributing to the success of our CastleGate Fulfillment program. Responsibilities: Sales Execution: Conduct outbound sales efforts to generate new leads and identify potential customers for the entire E2E logistics service, Castle Gate, Multichannel and 3PL services, ocean freight, drayage etc. Manage a pipeline of prospective customers, from initial contact to deal closure. Present Wayfair's E2E Logistics service package to enable more Multichannel and 3PL offerings, highlighting competitive advantages such as speed, service levels, and cost-effectiveness. Work with customers to understand their current logistics challenges and demonstrate how Wayfair's solutions can address their needs. Negotiate and close contracts for Multichannel and 3PL services. Drive volume commitments from customers to meet and exceed sales targets. Supplier Engagement & Support: Gather and relay supplier feedback on rate cards, service levels, and competitive offerings to internal teams. Address supplier questions and concerns regarding tracking, packing slips, and other operational aspects. Collaborate with the CastleGate Product team to identify and resolve supplier-surfaced gaps in the offerings. Educate customers on the benefits of our "all-in" rates compared to base rates quoted by 3PLs. Emphasize Wayfair's higher level of shipping service compared to competitive 3PLs. Market Intelligence: Stay informed about competitive responses from other major retailers (e.g., Amazon, Walmart) in the fulfillment space. Collect and vet competitive rate cards to inform pricing strategies and identify sweet spots for Wayfair's offerings. Internal Collaboration: Work closely with the Supplier Integration and Management (SIM) team, CastleGate Fulfillment, and other internal stakeholders to align on sales strategies and ensure seamless supplier onboarding. Utilize Salesforce to track leads and manage the sales process. Contribute to ongoing refinements of our product offerings and pricing Qualifications: Proven sales experience 5 years, preferably in logistics, supply chain, or e-commerce. Strong understanding of 3rd Party Logistics (3PL) and fulfillment operations. Excellent communication, presentation, and negotiation skills. Ability to articulate complex value propositions clearly and concisely. Demonstrated ability to build and maintain strong relationships with customers. Results-oriented with a track record of achieving and exceeding sales targets. Familiarity with Salesforce or similar CRM systems is a plus. Knowledge of Multichannel/3PL fulfillment processes is highly desirable. About Wayfair Inc. Wayfair is one of the world’s largest online destinations for the home. Whether you work in our global headquarters in Boston, or in our warehouses or offices throughout the world, we’re reinventing the way people shop for their homes. Through our commitment to industry-leading technology and creative problem-solving, we are confident that Wayfair will be home to the most rewarding work of your career. If you’re looking for rapid growth, constant learning, and dynamic challenges, then you’ll find that amazing career opportunities are knocking. No matter who you are, Wayfair is a place you can call home. We’re a community of innovators, risk-takers, and trailblazers who celebrate our differences, and know that our unique perspectives make us stronger, smarter, and well-positioned for success. We value and rely on the collective voices of our employees, customers, community, and suppliers to help guide us as we build a better Wayfair – and world – for all. Every voice, every perspective matters. That’s why we’re proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other legally protected characteristic. Your personal data is processed in accordance with our Candidate Privacy Notice ( ). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [email protected] .