Branch Sales Manager

Quarterback Transportation•Indianapolis, IN

12d

About The Position

The Branch Sales Manager at Quarterback Transportation develops and leads a high-performing sales team, drives revenue growth across over-the-road, intermodal, warehouse, air, and ocean services, and oversees the daily operation of the Indianapolis branch. Based in Indianapolis and reporting to the Executive Vice President, the role is responsible for executing sales strategy, managing enterprise accounts, optimizing margins, coordinating staff and branch operations, maintaining facility readiness, and overseeing local administrative compliance while supporting an exceptional customer experience. The manager coaches and develops Account Managers, oversees RFPs and pricing strategies, maintains a healthy CRM pipeline, and works closely with operations to meet customer expectations, support staff, and achieve branch sales targets. The role will lead the launch of the company's first Indianapolis-area branch, initially operating remotely and transitioning the team to a hybrid or in-office environment as the branch is established.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of management experience leading a team of sales professionals.
Background in inside sales or account management.
Proven ability to hire, coach, and retain top sales talent.
Strong understanding of North American transportation markets, carrier networks, and pricing dynamics.
Experience meeting organizational sales targets through effective planning.
Ability to develop and execute sales strategies to achieve and exceed targets.
Excellent communication, presentation, and negotiation skills.

Nice To Haves

Experience launching or scaling a new market, territory, or branch.
Experience in freight brokerage or 3PL environments.
An entrepreneurial mindset and ability to operate with ambiguity and build structure.

Responsibilities

Execute the established sales strategy to grow over-the-road, rail, intermodal, warehouse, air, and ocean revenue.
Develop a strong presence in the Indianapolis market through client visits, networking, and industry events.
Identify high-potential verticals and enterprise targets while monitoring seasonal trends.
Build and maintain relationships with key decision makers.
Partner with operations to ensure pricing, service, and capacity meet customer expectations.
Build, lead, mentor, and develop a team of Account Managers, providing strategic direction and coaching.
Set performance expectations, KPIs, and activity standards for calls, meetings, opportunities, and pipeline.
Coach the team on prospecting, deal strategy, objections, negotiations, and account management.
Recruit, onboard, and train new sales team members in established best practices.
Develop and manage enterprise accounts to drive retention and revenue growth.
Lead high-level customer QBRs focused on performance and growth opportunities.
Collaborate with operations to resolve escalations, service issues, and claims while protecting customer relationships.
Maintain an understanding of customers' supply chains, networks, and KPIs.
Oversee and support the team's RFPs, mini-bids, and spot pricing strategies.
Negotiate pricing and contract terms to meet gross-margin targets while remaining competitive.
Monitor lane performance, volume trends, and profitability, and implement corrective actions as needed.
Ensure the team maintains a healthy CRM pipeline.
Track and analyze sales performance metrics, including RFPs, conversion rates, and margins.
Work with leadership to refine sales processes, tools, and playbooks.
Stay current on market trends, capacity conditions, and competitor activity in freight brokerage.
Lead the launch of the Indianapolis-area branch, including contributing to office selection, setup, and market-entry strategy.
Build the local market presence through pipeline development, networking, and brand visibility.
Operate remotely initially and transition the team to a hybrid or in-office environment as the branch is established.
Oversee daily branch operations so the office runs efficiently, professionally, and in alignment with company standards.
Coordinate local staffing needs, schedules, coverage, onboarding support, and workplace expectations for on-site employees.
Maintain branch readiness, including supplies, equipment, technology, facility upkeep, safety standards, and vendor or landlord coordination.
Serve as the on-site escalation point for customer, carrier, staff, facility, and operational issues, partnering with leadership and operations to resolve concerns.
Monitor branch administrative processes, expenses, compliance requirements, and reporting needs, and provide updates to leadership.
Build and scale a high-performing Indianapolis-based sales team, achieve branch revenue and margin targets, establish an enterprise-level customer base, stabilize physical branch operations, and create a repeatable sales process.