Manager, Regional Sales

Roadrunner Transportation Services•Grand Prairie, TX

2d•$100,000 - $110,000•Remote

About The Position

Reporting to the Regional Sales Director for the East, you will be responsible for driving contribution margin growth, exceeding sales KPIs, and developing Sales Account Executives (AEs) across the East region. Critical Job Functions: Lead, motivate, and hold accountable a team of Account Executives to consistently achieve and exceed regional contribution margin goals through disciplined sales execution, active field engagement, and data-driven management. Develop and coach both new and tenured Account Executives through regular one-on-one sessions, structured training programs, and frequent ride-alongs to observe, model, and reinforce effective sales behaviors. Drive pipeline rigor by ensuring every Account Executive maintains a balanced mix of new business, retention, and growth opportunities while consistently leveraging the CRM (Zoho) for accurate tracking and forecasting. Analyze market dynamics to anticipate customer needs, identify competitive threats, and uncover emerging opportunities—translating insights into actionable territory strategies and plans. Build and nurture strategic relationships with key customers, prospects, jointly supporting Account Executives in expanding profitable accounts and strengthening long-term partnerships. Collaborate closely with Regional Director for AE’s territory alignment and execution of growth initiatives that drive sustained contribution margin expansion. Champion Roadrunner’s brand promise of reliability, precision, and speed—reinforcing our position as the industry’s leading metro-to-metro LTL carrier and ensuring consistency in every customer interaction. Implement continuous improvement initiatives that elevate sales effectiveness, optimize CRM utilization, regular contests, and enhance the overall customer experience. Model integrity, urgency, and accountability, fostering a high-performance culture defined by ownership, collaboration, and measurable success.

Requirements

Minimum of 5 years transportation sales experience required.
LTL experience strongly preferred.
Bachelor's degree preferred.
Minimum 3 years prior sales management experience.
Strong oral and written communication skills.
Strong knowledge of geographical area, competition, & economic trends.
Ability to travel 50% of the time within the Region.

Responsibilities

Lead, motivate, and hold accountable a team of Account Executives to consistently achieve and exceed regional contribution margin goals through disciplined sales execution, active field engagement, and data-driven management.
Develop and coach both new and tenured Account Executives through regular one-on-one sessions, structured training programs, and frequent ride-alongs to observe, model, and reinforce effective sales behaviors.
Drive pipeline rigor by ensuring every Account Executive maintains a balanced mix of new business, retention, and growth opportunities while consistently leveraging the CRM (Zoho) for accurate tracking and forecasting.
Analyze market dynamics to anticipate customer needs, identify competitive threats, and uncover emerging opportunities—translating insights into actionable territory strategies and plans.
Build and nurture strategic relationships with key customers, prospects, jointly supporting Account Executives in expanding profitable accounts and strengthening long-term partnerships.
Collaborate closely with Regional Director for AE’s territory alignment and execution of growth initiatives that drive sustained contribution margin expansion.
Champion Roadrunner’s brand promise of reliability, precision, and speed—reinforcing our position as the industry’s leading metro-to-metro LTL carrier and ensuring consistency in every customer interaction.
Implement continuous improvement initiatives that elevate sales effectiveness, optimize CRM utilization, regular contests, and enhance the overall customer experience.
Model integrity, urgency, and accountability, fostering a high-performance culture defined by ownership, collaboration, and measurable success.