Sales Manager (International Freight Forwarding)

Mohawk Global Logistics Corp•Itasca, IL

6d•$120,000 - $130,000•Hybrid

About The Position

The Sales Manager is a field-based sales leadership role focused on new business acquisition, pipeline creation, seller development, and sales process discipline. This role does not carry a personal book of business. The Sales Manager acts as a force multiplier for assigned sellers by coaching lead generation, prospecting, discovery, solution design, proposal strategy, internal coordination, and close execution. The Sales Manager is accountable for both total team performance and individual seller performance. Team results should not hide individual rep or branch-level underperformance. Each seller must have clear goals, quality pipelines, active coaching, accurate Salesforce discipline, and a practical path to production. The Sales Manager works closely with branch leadership, operations, pricing, customs, trade consulting, product leadership, marketing, People & Culture, and the Vice President of Global Sales & Marketing to remove roadblocks, align internal support, reinforce sales standards, and build a stronger sales team.

Requirements

Proven ability to lead, coach, and develop B2B salespeople
Strong understanding of sales process, pipeline creation, opportunity qualification, forecasting, and new business acquisition
Ability to coach sellers across lead generation, prospecting, Discovery, Solution Design, Proposal, and close execution
Strong Salesforce discipline and ability to manage through CRM data, pipeline inspection, and forecast accuracy
Strong working knowledge of logistics, supply chain, freight forwarding, customs brokerage, domestic transportation, trade consulting, or the ability to rapidly build Mohawk-specific knowledge from a strong adjacent background
Ability to build strong internal relationships across branches, operations, pricing, product leadership, customs, trade consulting, marketing, P&C, and sales leadership
Ability to address performance issues directly, professionally, and consistently

Nice To Haves

Sales leadership experience in logistics, freight forwarding, customs brokerage, domestic transportation, trade consulting, supply chain, or a closely related field.
Experience managing new logo sales teams across multiple territories, branches, or service lines.
Experience coaching field sellers through ride-alongs, customer meetings, live deal strategy, and pipeline reviews.
Experience recruiting, interviewing, onboarding, and developing commercial talent.
Experience using Salesforce or a comparable CRM to manage team performance, pipeline, and forecast accuracy.
Experience supporting sales training, sales methodology adoption, or apprentice development.

Responsibilities

Support sellers in creating access to prospects and developing new business opportunities
Participate in ride-alongs, customer meetings, prospect meetings, live deal coaching, and field sales activity on a regular and schedule.
Coach sellers on better customer conversations, stronger discovery, clearer positioning, and accurate expectation setting.
Help sellers build credibility with prospects while connecting customer confidence back to Mohawk’s broader team and service capability.
Support existing customer escalations when sales leadership involvement is needed, while keeping the primary focus on pipeline and new business acquisition.
Lead, coach, and manage assigned salespeople across Associate Account Executive, Account Executive, Senior Account Executive, and Strategic Account Executive roles.
Help sellers execute the sales process from lead generation and prospecting through Discovery, Solution Design, Proposal, and Closed Won or Closed Lost outcomes.
Own weekly one-on-one meetings with each assigned seller.
Lead monthly small team meetings for assigned direct reports.
Prepare sellers for monthly regional pipeline reviews.
Support monthly large sales team meetings and sales training sessions by reinforcing priorities, follow-up, and adoption.
Deploy assigned sellers within their approved product focus areas, markets, territories, accounts, and opportunities.
Maintain product focus discipline. International sellers stay focused on international opportunities. Domestic sellers stay focused on domestic opportunities. Cross selling ties everything together.
Help sellers build internal deal teams around qualified opportunities, including pricing, operations, customs, trade consulting, implementation, and other subject matter experts when needed.
Support recruiting, selection, onboarding, and training of sales talent. Hiring decisions are shared, but the Sales Manager has a strong voice and is ultimately responsible for team quality.
Diagnose what is limiting each seller’s performance and coach to that constraint.
Support sellers who are struggling with prospecting, opportunity creation, discovery, internal coordination, proposal strategy, close execution, or sales process discipline.
Remove roadblocks by using Mohawk expertise, internal relationships, and sales process knowledge.
Help sellers decide when to push, pause, rework, or qualify out an opportunity.
Help sellers secure internal support for larger or more complex opportunities.
Balance total team performance with individual seller accountability. Team results should not hide branch-level or seller-level underperformance.
Address performance issues directly and professionally in close collaboration with the People & Culture team and guidance from the Vice President of Global Sales & Marketing.
Work closely with the Vice President of Global Sales & Marketing on team performance, pipeline health, forecast accuracy, training priorities, and organizational sales standards.
Align with branch leadership on local sales goals, rep performance, office priorities, and operations support.
Build strong working relationships with operations, pricing, customs, trade consulting, product leadership, marketing, and other internal stakeholders.
Communicate pipeline risks, seller performance issues, deal support needs, and forecast changes clearly and early.
Support organizational sales training priorities and reinforce adoption with assigned sellers.
Coach sales apprentices as required.
Own team budgeting and forecast accuracy for assigned sellers.
Ensure seller forecasts are real, current, defensible, and reliable before they roll up to sales leadership.
Enforce Salesforce usage and data quality as a management standard.
Inspect stages, next steps, close dates, activity, pipeline value, forecast category, and opportunity quality.
Track team and individual progress against new logo GP goals, qualified pipeline creation, opportunity creation, sales process discipline, and win quality.
Report performance clearly, including both total team results and individual seller performance.
Perform other duties as assigned