Head of Sales Recruiting

IGT Logistics is seeking a driven, experienced, and growth-focused Sales Manager to lead, develop, and expand our sales organization. Reporting directly to the Director of Sales, this role will be responsible for building a high-performing sales team, creating structure and accountability, and driving consistent revenue growth across the business.

The ideal candidate is a proven sales leader who can coach reps to higher performance, establish clear processes, and lead with accountability. This person will play a key role in shaping the future of the sales department and helping drive the next phase of growth at IGT Logistics.

Key Responsibilities Sales Team Leadership and Development Lead, manage, and grow the sales team through hands-on coaching, structured leadership, and clear accountability. Conduct daily check ins, weekly one on ones, and monthly performance reviews to ensure continued development and results. Team Building and Recruiting Partner closely with the HR Manager, to recruit, hire, and onboard new sales representatives. Identify the traits, skill sets, and experience needed to build a strong and scalable sales team. Help create a bench of talent that supports both immediate production and long term growth.

Sales Strategy and Growth Execution Develop and implement sales strategies that support customer acquisition, revenue expansion, and market growth. Training and Onboarding Structure Help design and improve onboarding, training, and ramp up processes for new sales hires. Ensure every new rep is properly trained on company expectations, systems, pricing strategy, and customer engagement standards. CRM Management and Reporting Ensure Salesforce is used effectively across the sales team to maintain pipeline accuracy, activity tracking, account visibility, and KPI reporting. Hold the team accountable for CRM discipline and use dashboards and reporting tools to monitor performance and guide decision making.

Profitability and Business Quality Management Guide the team toward healthier, more strategic business and take action where improvement is needed. Focus not just on revenue growth, but on building profitable growth.

Goal Setting and Accountability Set team goals tied to gross profit, customer growth, activity levels, and overall sales performance. Hold reps accountable to those goals through structured follow up, coaching, and performance management. Pipeline Oversight and Strategic Direction Maintain a strong understanding of each rep’s pipeline, book of business, and opportunity flow. Provide guidance on deal strategy, account prioritization, and sales execution to ensure efforts are aligned with the company’s growth goals.

Process Improvement and Department Structure Build and improve the systems, reporting, standards, and internal processes needed to support a growing sales department. Help create a scalable structure that can support future expansion without turning into chaos.

Qualifications Proven 4 years of experience in sales leadership in a 3PL space

Strong track record of building, managing, and developing successful sales teams

Experience recruiting, onboarding, and coaching sales professionals

Strong understanding of pipeline management, KPI tracking, and CRM accountability

Experience with Salesforce or similar CRM platforms

Ability to lead pricing strategy, proposals, and customer growth initiatives

Ability to work cross functionally with sales, operations, and leadership teams

Preferred Qualifications 4 years of experience in a 3PL/ freight brokerage

Strong understanding of spot market pricing, RFP processes, and account development

Experience building teams during periods of growth or expansion

What Success Looks Like in This Role Build a stronger, more scalable sales team

Improve sales structure, accountability, and performance standards

Increase new business production and customer growth

Strengthen onboarding and training for new hires

Improve pipeline visibility, CRM discipline, and KPI management

Drive profitable growth while building a culture of performance and accountability

The Sales Manager will play a major part in building the team, shaping the sales culture, and helping drive the next stage of growth for IGT Logistics. We are looking for someone who wants to do more than manage.