Sales Manager

WorldWide Logistics•Urbandale, IA

48d•Onsite

About The Position

The C2G Sales Manager leads, coaches, and develops a team of Cradle-to-Grave Logistics Solution Consultants (LSCs). This hands-on leadership role is responsible for driving consistent growth in revenue, gross margin, load count, customer acquisition, and existing account development. The Sales Manager reinforces the WorldWide Logistics sales process, creates a culture of accountability and continuous improvement, and ensures the team delivers customer-focused logistics solutions while maintaining strong operational execution. The role includes developing sales talent, supporting business development and strategic account growth, managing sales processes and CRM performance, coaching on carrier and operational practices, and maintaining current transportation-industry knowledge. Success is measured through commercial results, sales activity and pipeline metrics, customer growth and retention, new-hire productivity, and employee development and engagement.

Requirements

Bachelor’s degree preferred; equivalent relevant experience will be considered.
Five or more years of logistics, transportation, freight brokerage, supply chain, or related sales experience preferred.
Previous leadership, coaching, or team-development experience preferred.
Demonstrated success in business development, customer acquisition, and account growth.
Experience using HubSpot or a comparable CRM platform.
Strong understanding of consultative selling, pipeline management, and sales performance metrics.
Excellent communication, presentation, negotiation, and leadership skills.
Strong analytical, organizational, and problem-solving abilities.
Ability to build a culture of accountability, collaboration, and continuous improvement.

Nice To Haves

Bachelor’s degree.
Five or more years of logistics, transportation, freight brokerage, supply chain, or related sales experience.
Previous leadership, coaching, or team-development experience.

Responsibilities

Lead, coach, and develop a team of C2G Logistics Solution Consultants.
Conduct regular one-on-one meetings focused on performance, pipeline development, skill improvement, and career growth.
Observe and coach sales calls, customer meetings, discovery conversations, presentations, and negotiations.
Create individualized development plans and provide ongoing sales training.
Support recruitment, selection, onboarding, and ramp-up of new team members.
Promote a high-performance culture centered on accountability, collaboration, and continuous learning.
Drive execution of the WorldWide Logistics sales process, from prospecting and outreach through closing, onboarding, retention, and account expansion.
Assist LSCs with initial discovery calls, complex opportunities, presentations, and sales strategy.
Coach the team to acquire new customers and expand existing relationships through additional locations, transportation modes, cross-selling, and increased wallet share.
Support strategic account planning and the development of long-term customer partnerships.
Reinforce consultative selling techniques and customer-focused value propositions.
Establish, monitor, and coach performance against sales activity and business-result expectations.
Serve as the team’s subject matter expert for HubSpot and related sales technology.
Maintain CRM accuracy and ensure opportunities progress appropriately through the sales cycle.
Monitor pipeline health, sales activity, conversion rates, close rates, and forecast accuracy.
Create and review dashboards and reports to identify performance trends and coaching opportunities.
Support participating LSCs through AI sales coaching tools and other approved technology.
Communicate team performance, risks, and opportunities to leadership.
Coach team members on carrier sourcing, relationship development, rate negotiation, capacity management, service execution, and margin optimization.
Maintain working knowledge of Trans VM, DAT, Highway, customer portals, Track & Trace processes, and other relevant logistics tools.
Support the team in managing the complete shipment lifecycle, including customer communication, issue resolution, and escalation.
Collaborate with operations and other departments to ensure successful customer onboarding and service delivery.
Maintain knowledge of transportation market trends, freight pricing, capacity conditions, supply chain developments, industry regulations, competitors, and emerging logistics technology.
Use market knowledge and available pricing tools to help the team develop competitive, profitable customer solutions.