Job Description
Job Summary
This is a coaching role. You will spend your days developing sales reps, clearing their paths to activity, and making sure your team closes more — not doing it for them. Your results are your team’s results.
Please note that this is an on-site role and does require transportation/freight experience to be considered.
What the Job Actually Looks Like
You are managing and coaching a team of Commercial Sales Executives who are prospecting, qualifying, and closing new freight business across parcel, LTL, and truckload. Your job is to make them better — faster. That means live call coaching, daily activity oversight, removing blockers, and making sure every rep knows exactly where they stand and what to do next.
- Live-coaching calls daily. Monitoring, reviewing, and jumping in to develop reps in real time.
- Running structured 90-day onboarding. Guiding new hires through their ramp — activity goals, process compliance, and early pipeline building.
- Identifying and closing skill gaps. Routinely coaching reps on areas of improvement through feedback, role practice, and direct observation.
- Owning pricing decisions. Providing guidance and approval on truckload pricing to protect margin and keep deals moving.
- Keeping the pipeline moving. Directing and prioritizing daily rep activities, clearing obstacles, and making sure nothing stalls.
- Reporting up. Submitting weekly coaching sheets, communicating individual development areas to Senior Sales Managers and Leadership, and ensuring performance objectives stay current.
- Driving cross-functional collaboration. Working with Carrier Sales and Leadership to resolve issues, share best practices, and keep communication sharp across the floor.
Who This Role Is Built For
You have been in the seat. You know what it takes to close freight business, and now you want to multiply that through others.
- Previous sales management experience. You have led a sales team before and can demonstrate how you developed the people on it.
- A track record of growing sales professionals. Not just managing activity — actually making reps better over time.
- Transportation or logistics background You understand how freight moves. LTL, truckload, and parcel are not new concepts to you.
- Strong communicator. Clear, detailed, and professional across phone, email, and in person. You can educate without condescending and push without alienating.
- Organized and adaptable. You can manage multiple priorities in a fast-paced environment without losing track of what matters most.
- A culture carrier. Positive, collaborative, and committed to BlueGrace’s Core Values. You work independently when you need to and pull the team together when it counts.