Manager, Regional Sales

Roadrunner•Conley, GA

1d•Hybrid

About The Position

The Manager, Regional Sales is responsible for translating Roadrunner’s regional growth strategy into disciplined field execution and sustained contribution margin performance. This role leads a team of Account Executives across a competitive transportation market where customer expectations, pricing dynamics, and service requirements evolve quickly. Success requires more than managing activity. This leader will build a rigorous sales operating system, strengthen pipeline quality, develop Account Executive capability, and create clear accountability for customer acquisition, retention, and profitable account growth. The successful candidate will establish a high-performance regional sales culture, improve forecast reliability, deepen strategic customer relationships, and ensure the team consistently delivers measurable business results.

Requirements

Minimum of five years of transportation sales experience.
Minimum of three years of sales management experience, including direct responsibility for coaching and performance accountability.
Demonstrated success leading field-based sales teams and delivering against revenue or contribution margin objectives.
Strong understanding of pipeline management, territory planning, forecasting, customer retention, and profitable account growth.
Experience using CRM platforms to manage opportunities, track activity, and improve forecast accuracy.
Strong analytical capability, including the ability to interpret market conditions, sales performance, and account-level economics.
Excellent written, verbal, presentation, and executive communication skills.
Strong knowledge of regional geography, competitive conditions, and economic trends.
Ability to develop strategic customer relationships and participate effectively in complex sales discussions.
Willingness and ability to travel approximately 50% within the assigned region.
Less-than-truckload transportation experience is strongly preferred.
Bachelor’s degree is preferred.

Nice To Haves

Experience with Zoho CRM is preferred.
Less-than-truckload transportation experience is strongly preferred.
Bachelor’s degree is preferred.

Responsibilities

Lead, motivate, and hold Account Executives accountable for achieving and exceeding regional contribution margin goals.
Translate regional objectives into focused territory strategies, account priorities, and measurable execution plans.
Maintain a visible field presence through frequent customer meetings, sales calls, and ride-alongs.
Establish clear performance expectations and address execution gaps quickly and directly.
Partner with the Regional Director, Sales on territory alignment, resource deployment, and regional growth initiatives.
Coach new and tenured Account Executives through structured one-on-one meetings, performance reviews, and field-based development.
Observe customer interactions and reinforce effective prospecting, discovery, negotiation, and account-management behaviors.
Develop targeted training programs that improve individual capability and strengthen team consistency.
Create a culture defined by ownership, urgency, collaboration, and measurable performance.
Recognize strong execution while maintaining clear accountability for results.
Ensure each Account Executive maintains a balanced pipeline across new business, customer retention, and profitable account expansion.
Drive disciplined use of Zoho CRM to support pipeline visibility, opportunity management, and accurate forecasting.
Review pipeline health, conversion performance, account activity, and forecast risk on a consistent cadence.
Identify gaps early and implement focused actions to improve opportunity quality and sales velocity.
Communicate regional forecasts, account activity, and territory strategies clearly to sales leadership.
Build senior-level relationships with priority customers, prospects, and other key market stakeholders.
Support Account Executives in securing new business, expanding profitable accounts, and strengthening long-term partnerships.
Engage directly in complex opportunities where leadership involvement can improve positioning or accelerate decisions.
Anticipate customer needs and translate operational capabilities into differentiated business value.
Reinforce Roadrunner’s commitment to reliability, precision, speed, and accountable service.
Analyze regional market conditions, competitive activity, customer trends, and economic developments.
Identify emerging opportunities and risks, then convert those insights into actionable territory and account plans.
Maintain strong knowledge of the regional transportation landscape and relevant competitive alternatives.
Challenge assumptions using customer feedback, CRM data, and measurable market indicators.
Adjust regional priorities quickly when market conditions or business needs change.
Evaluate sales processes, CRM practices, training methods, and incentive programs for opportunities to improve execution.
Implement continuous-improvement initiatives that increase productivity, pipeline quality, and customer experience.
Use performance data to identify recurring barriers and establish scalable solutions.
Partner cross-functionally to align customer commitments with operational capabilities and service expectations.
Recommend programs, tools, and methods that strengthen regional sales performance.