Sales Manager

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.

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. Create a culture focused on urgency, consistency, execution, and growth.

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.

Develop and implement sales strategies that support customer acquisition, revenue expansion, and market growth. Set the tone for the team by establishing clear expectations, strong activity standards, and a focused approach to winning new business.

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. Build repeatable processes that allow the team to scale effectively.

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.

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.

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. Recognize top performers and address underperformance quickly and professionally.

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.

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.

• 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
• Strong communication, leadership, and organizational skills
• Results driven mindset with the ability to balance revenue growth and profitability
• Ability to work cross functionally with sales, operations, and leadership teams

• 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…