Vice President of Sales — Brokerage Division
About The Position
Are you a proven sales leader ready to scale a high-growth brokerage organization? TCI is seeking a Vice President of Sales for our Brokerage Division—a strategic, performance-driven executive responsible for accelerating new revenue, strengthening our go-to-market engine, and leading a disciplined, metrics-driven business development team. This role owns the full sales motion: revenue strategy, methodology adoption, coaching, pipeline governance, pricing partnership, and enterprise deal leadership. If you excel at building repeatable systems, driving accountability, and turning insights into execution, this is a high-impact opportunity to shape the next phase of growth at TCI.
Requirements
- 5+ years of leadership experience running brokerage or 3PL sales teams.
- Demonstrated success scaling a business development organization to consistent quota performance.
- Master-level Salesforce expertise: pipeline mechanics, forecasting, reporting, and compliance.
- Deep understanding of transportation pricing logic, brokerage operating models, freight mix, and carrier network leverage.
- Strong coaching mindset with the ability to turn numbers into behaviors and behaviors into execution.
Nice To Haves
- Experience leading ICP research and GTM strategy formation (preferred).
Responsibilities
- Own all new business revenue targets for the brokerage division, delivering $7–$10M in new contracted business annually with a minimum 8% YoY growth.
- Architect, implement, and enforce a standardized sales methodology built around our Ideal Customer Profile (ICP).
- Direct and develop Business Development Directors and Managers; ensure weekly and monthly pipeline creation, progression, and close ratio improvement.
- Partner with EVP, Pricing, Procurement, Market Research, and Operations to align verticals, freight strategy, and GTM execution.
- Maintain complete visibility through Salesforce dashboards, reporting, and forecasting.
- Enforce CRM rigor—stage accuracy, next steps, realistic close dates, and activity consistency.
- Drive improved conversions across every deal stage: lead → qualified → priced → negotiated → close won.
- Set and uphold minimum standards for quota attainment, pipeline depth, customer communication cadence, and rep performance behaviors.
- Ensure a diversified freight mix across modes, length of haul, equipment types, and award profiles.
- Target high-value, contract-focused freight including drop trailer, LTL, reefer, and flexible brokerage solutions.
- Align customer acquisition with network strengths and carrier backhaul advantages.
- Own the ongoing definition and enforcement of the ICP and GTM strategy.
- Participate in procurement and carrier network planning discussions.
- Collaborate with Pricing on strategy for targeted verticals and million-dollar accounts.
- Hold deal autonomy for small–mid-size opportunities and approve margin positions down to 8% on awarded business of $1M+ with proper justification.
- Build a strong talent bench and future hiring pipeline for sales roles.
- Lead training on sales process, prospecting, qualification, negotiation, and deal strategy.
- Reinforce a culture grounded in transparency, accountability, continuous improvement, and a CRM-first mindset.
- Translate insights and metrics into clear, repeatable execution behaviors.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
Number of Employees
1,001-5,000 employees
