Sales Manager (International Freight Forwarding)

About the role

The Sales Manager is a field-based sales leadership role focused on new business acquisition, pipeline creation, seller development, and sales process discipline. This role does not carry a personal book of business. The Sales Manager acts as a force multiplier for assigned sellers by coaching lead generation, prospecting, discovery, solution design, proposal strategy, internal coordination, and close execution.

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. International sellers stay focused on international opportunities. Domestic sellers stay focused on domestic opportunities. Cross selling ties everything together
• 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
• Hire decisions are shared, but the Sales Manager has a strong voice and is ultimately responsible for team quality
• Diagnose what is limiting each seller’s performance and coach to that constraint
• Support sellers who are struggling with prospecting, opportunity creation, discovery, internal coordination, proposal strategy, close execution, or sales process discipline
• Remove roadblocks by using Mohawk expertise, internal relationships, and sales process knowledge
• Help sellers decide when to push, pause, rework, or qualify out an opportunity
• Help sellers secure internal support for larger or more complex opportunities
• Balance total team performance with individual seller accountability. Team results should not hide branch-level or seller-level underperformance
• Address performance issues directly and professionally in close collaboration with the People & Culture team and guidance from the Vice President of Global Sales & Marketing
• Work closely with the Vice President of Global Sales & Marketing on team performance, pipeline health, forecast accuracy, training priorities, and organizational sales standards
• Align with branch leadership on local sales goals, rep performance, office priorities, and operations support
• Build strong working relationships with operations, pricing, customs, trade consulting, product leadership, marketing, and other internal stakeholders
• Communicate pipeline risks, seller performance issues, deal support needs, and forecast changes clearly and early
• Support organizational sales training priorities and reinforce adoption with assigned sellers
• Coach sales apprentices as required
• Own team budgeting and forecast accuracy for assigned sellers
• Ensure seller forecasts are real, current, defensible, and reliable before they roll up to sales leadership
• Enforce Salesforce usage and data quality as a management standard
• Inspect stages, next steps, close dates, activity, pipeline value, forecast category, and opportunity quality
• Track team and individual progress against new logo GP goals, qualified pipeline creation, opportunity creation, sales process discipline, and win quality
• Report performance clearly, including both total team results and individual seller performance

Qualifications

• Proven ability to lead, coach, and develop B2B salespeople
• Strong understanding of sales process, pipeline creation, opportunity qualification, forecasting, and new business acquisition
• 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