Sales Manager - Indirect

Responsibilities

* Develop and execute channel sales strategies to drive revenue growth through indirect sales partnerships.

* Identify, recruit, onboard, and develop new channel partners, agents, brokers, referral partners, and strategic alliances.

* Manage and grow existing partner relationships to increase revenue, market penetration, and customer acquisition.

* Educate and enable partners on Forward's service offerings, value proposition, operational capabilities, and sales processes.

* Collaborate with partners to identify, qualify, and pursue new business opportunities.

* Support partner-led sales activities through solution development, pricing guidance, proposals, and customer presentations.

* Serve as the primary point of contact for assigned channel partners and partner-driven opportunities.

* Work closely with Operations, Product, and Commercial teams to ensure successful execution of partner-generated business.

* Monitor partner performance against established revenue, activity, and growth objectives.

* Develop joint business plans and account strategies with key channel partners.

* Maintain accurate pipeline management, forecasting, partner activity tracking, and reporting within CRM systems.

* Analyze market trends, competitive activity, and channel opportunities to identify new growth strategies.

* Represent Forward at partner meetings, conferences, trade associations, and industry events.

* Resolve escalated partner concerns and facilitate cross-functional support when needed.

* All other duties as assigned to meet evolving business needs.

Qualifications

* Education:

Undergraduate degree in business, sales, supply chain, or a related field preferred;
High School Diploma or GED equivalent required.

* Certification/Licensure:
Supply Chain / Logistics industry certifications preferred.

* Experience:

6+ years of B2B or enterprise sales experience, preferably in transportation or logistics.

* Proven success developing and managing indirect sales channels, strategic partnerships, or agent networks.

* Experience influencing and driving revenue through third-party partners and matrixed stakeholder relationships.

* Demonstrated ability to grow partner-generated revenue and build long-term strategic relationships.

* Strong negotiation, presentation, facilitation, and executive-level communication skills.

* Ability to influence cross-functional partners without direct authority.

* * CRM proficiency (Salesforce preferred).

* Demonstrated discretion and confidentiality in handling and protecting sensitive information.

* Technical:
Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.).

* Environment:
Comfort commuting to/from and working in a 100% onsite setting (listed in this posting), with travel for related meetings/events.

Forward Air is an Equal Opportunity Employer

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