Sales Manager

My client is an established international logistics and transportation organization looking to appoint an experienced Sales Manager to its brokerage operation in Chattanooga, Tennessee. This is a hands-on commercial leadership position for someone who understands freight brokerage, knows how to win shipper business, and has the ability to develop a high-performing sales team around them.

You’ll be responsible for driving new business, developing customer relationships and helping grow the local brokerage operation, while coaching and supporting salespeople to increase their own production.

With a $90,000 – $120,000 base salary plus additional earning potential, this is an opportunity for an experienced freight salesperson or existing sales leader who wants greater responsibility and a platform to build.

The Role

This isn’t a Sales Manager position where you’ll spend your entire week looking at spreadsheets and sitting in internal meetings.

My client wants someone who can lead from the front.

You’ll remain commercially active, developing new shipper relationships and helping close opportunities, while also managing, mentoring and developing the sales team.

You’ll work closely with senior leadership and operations to identify growth opportunities, improve sales performance and continue building the company’s presence in the Chattanooga market.

What You’ll Be Doing

• Lead and develop a team of freight brokerage sales professionals

• Drive new customer acquisition across the US transportation market

• Personally develop new shipper relationships and commercial opportunities

• Support salespeople with prospecting, account strategy, negotiations and closing business

• Coach team members on outbound activity, pipeline development and customer engagement

• Establish clear sales expectations and maintain accountability across the team

• Monitor individual and team performance against revenue and gross profit objectives

• Develop relationships with Transportation Managers, Logistics Directors, Supply Chain leaders and other decision-makers

• Help identify and pursue larger or strategically important shipper opportunities

• Work with the team to increase revenue and gross profit across existing accounts

• Maintain visibility over sales pipelines, opportunities and activity through CRM

• Partner closely with brokerage operations and carrier teams to ensure new business can be executed effectively

• Assist with pricing strategy and commercial negotiations

• Recruit and onboard additional sales talent as the operation grows

• Help create a positive, competitive and performance-driven sales environment

• Contribute to the longer-term growth strategy for the Chattanooga brokerage operation

What My Client Is Looking For

My client is particularly interested in candidates who have built their career within freight brokerage or 3PL sales and understand what it takes to generate profitable business.

Ideally, you’ll have:

• 5+ years of freight brokerage, 3PL or transportation sales experience

• Previous experience managing, mentoring or developing salespeople

• A proven history of winning new shipper business

• Strong understanding of brokerage revenue, gross profit and margin

• Existing relationships within the shipper market would be highly advantageous

• Experience developing and managing a consistent sales pipeline

• Strong prospecting and business-development skills

• Confidence negotiating and closing business

• Experience selling solutions across FTL, LTL and other domestic transportation modes

• Strong understanding of the US freight market

• Ability to coach salespeople while remaining commercially active yourself

• Excellent communication and relationship-building skills

• A high level of urgency and accountability

• The ability to motivate people without needing to micromanage them

• A commercially driven approach to leadership

You don’t necessarily need to already have the Sales Manager title.

My client is also interested in speaking with high-performing Senior Account Executives, Senior Freight Brokers or Sales Executives who have a strong production history and are ready to take the next step into leadership.

Compensation & Benefits

• $90,000 – $120,000 base salary, depending on experience and previous production

• Additional commission / performance-based earning potential

• Medical insurance options

• Dental coverage

• Vision coverage

• 401(k)

• Paid time off

• Full-time permanent position

• Long-term leadership and career progression opportunities

• Established operational and brokerage infrastructure behind the sales team

Why Consider It?

This opportunity offers a balance between personal production and genuine sales leadership.

You’ll have the ability to continue doing what you’re good at, developing relationships and winning freight, while also building a team and having a much greater influence over the growth of the operation.

Rather than inheriting a rigid corporate sales structure, you’ll have the opportunity to help shape how the team develops, how new business is approached and how the Chattanooga brokerage operation grows.

For an established freight brokerage salesperson who feels ready to move into leadership, or an existing Sales Manager looking for a stronger platform and greater earning potential, this could be a very good next step.