Sales Manager – International Freight Forwarding

Responsibilities

• Support sellers in creating access to prospects and developing new business opportunities
• Participate in ride-alongs, customer meetings, prospect meetings, live deal coaching, and field sales activity on a regular and schedule
• Coach sellers on better customer conversations, stronger discovery, clearer positioning, and accurate expectation setting
• Help sellers build credibility with prospects while connecting customer confidence back to Mohawk’s broader team and service capability
• Support existing customer escalations when sales leadership involvement is needed, while keeping the primary focus on pipeline and new business acquisition
• Lead, coach, and manage assigned salespeople across Associate Account Executive, Account Executive, Senior Account Executive, and Strategic Account Executive roles
• Help sellers execute the sales process from lead generation and prospecting through Discovery, Solution Design, Proposal, and Closed Won or Closed Lost outcomes
• Own weekly one-on-one meetings with each assigned seller
• Lead monthly small team meetings for assigned direct reports
• Prepare sellers for monthly regional pipeline reviews
• Support monthly large sales team meetings and sales training sessions by reinforcing priorities, follow-up, and adoption
• Deploy assigned sellers within their approved product focus areas, markets, territories, accounts, and opportunities
• Maintain product focus discipline
• Help sellers build internal deal teams around qualified opportunities, including pricing, operations, customs, trade consulting, implementation, and other subject matter experts when needed
• Support recruiting, selection, onboarding, and training of sales talent
• Balance total team performance with individual seller accountability

• Proven ability to lead, coach, and develop B2B salespeople
• Strong understanding of sales process, pipeline creation, opportunity qualification, forecasting, and new business acquisition
• Ability to coach sellers across lead generation, prospecting, Discovery, Solution Design, Proposal, and close execution
• Strong Salesforce discipline and ability to manage through CRM data, pipeline inspection, and forecast accuracy
• Strong working knowledge of logistics, supply chain, freight forwarding, customs brokerage, domestic transportation, trade consulting, or the ability to rapidly build Mohawk-specific knowledge from a strong adjacent background
• Ability to build strong internal relationships across branches, operations, pricing, product leadership, customs, trade consulting, marketing, P&C, and sales leadership
• Ability to address performance issues directly, professionally, and consistently