Branch Sales Manager

Quarterback Transportation•Indianapolis, IN

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 daily operations of the Indianapolis branch. Based in Indianapolis and reporting to the Executive Vice President, the role is responsible for sales strategy execution, enterprise account management, margin optimization, branch operations, staff coordination, facility readiness, and local administrative compliance while ensuring an exceptional customer experience. The manager coaches and develops Account Managers, oversees RFPs and pricing strategies, maintains a strong 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 Quarterback Transportation’s first Indianapolis-area branch, contributing to office selection, setup, and market-entry strategy. It will initially operate remotely, transitioning the team to a hybrid or in-office environment as the branch is established. Success includes building and scaling a high-performing local sales team, achieving revenue and margin targets, developing enterprise accounts, stabilizing branch operations, and establishing repeatable sales processes.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of management experience leading a team of sales professionals.
Experience in inside sales or account management.
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.
Proven ability to hire, coach, and retain sales talent.
Entrepreneurial mindset and ability to operate amid ambiguity and build structure.

Nice To Haves

Experience launching or scaling a new market, territory, or branch.
Experience in freight brokerage or 3PL environments.

Responsibilities

Execute the established strategy to grow over-the-road, rail, intermodal, warehouse, air, and ocean revenue.
Build a presence in the Indianapolis market through client visits, networking, and industry events; identify promising verticals and enterprise targets and monitor seasonal trends.
Build and maintain relationships with key decision makers, partnering with operations to align pricing, service, and capacity with customer expectations.
Build, lead, mentor, and develop a team of Account Managers; set performance expectations, KPIs, and activity standards.
Coach the sales team on prospecting, deal strategy, objections, negotiations, and account management; recruit, onboard, and train new team members.
Develop and manage enterprise accounts to improve retention and revenue growth, and lead customer QBRs focused on performance and growth opportunities.
Collaborate with operations to resolve escalations, service issues, and claims while protecting customer relationships; understand customers’ supply chains, networks, and KPIs.
Oversee and support RFPs, mini-bids, and spot pricing; negotiate pricing and contract terms to meet target gross margins while remaining competitive.
Monitor lane performance, volume trends, and profitability, and implement corrective actions when needed.
Ensure the team maintains a healthy CRM pipeline; track and analyze sales metrics, including RFPs, conversion rates, and margins.
Work with leadership to refine sales processes, tools, and playbooks; stay current on freight brokerage market trends, capacity conditions, and competitor activity.
Lead the launch of the Indianapolis-area branch, including contributing to office selection, setup, and market-entry strategy.
Develop the Indianapolis market through pipeline development, local networking, and brand visibility.
Initially operate remotely and transition the team to a hybrid or in-office environment as the branch is established.
Oversee daily branch operations and ensure the office operates efficiently, professionally, and in line with company standards.
Coordinate local staffing needs, schedules, coverage, onboarding support, and day-to-day 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, providing updates to leadership.