Logistics Sales Manager (St. Louis, MO)
Job Type: Full-time; On-site
Responsibilities:
- Own branch gross margin and revenue targets; report weekly performance to regional leadership.
- Participate directly in strategic customer acquisition — join broker calls, lead customer QBRs, and close accounts that require executive-level engagement.
- Develop and execute branch-level sales strategy aligned with company vertical and geographic targets.
- Maintain a personal book of business and model the sales behaviors expected of the team.
- Conduct structured pipeline reviews with each broker — minimum weekly — with visibility into last contact, decision-maker relationships, pricing strategy, and next steps.
- Track and hold accountability to KPIs including daily call activity, load counts, gross margin per broker, new account activations, and CRM hygiene.
- Identify and resolve pipeline stalls in real time — intervening with the broker, the customer, or both as needed.
- Partner with recruiting to attract, screen, and select broker talent using structured interview methodology.
- Onboard new brokers with a defined ramp curriculum and milestone-based accountability.
- Build individual development plans for high-potential team members; create a clear path to senior broker and leadership roles.
- Make timely and well-documented performance decisions — including separation — without prolonged over-coaching of non-performers.
- Ensure full team adoption of the tech stack including Salesforce, TMS, Apollo.io, Happy Robot, Augment, and other approved tools.
- Identify and pilot emerging tools that can increase broker productivity, carrier procurement efficiency, or customer retention.
- Maintain branch data integrity — CRM records, load data, pricing history — as a non-negotiable operational standard.
- Set and reinforce the branch's competitive culture — urgency, accountability, ownership, and continuous improvement.
- Communicate branch performance, strategy changes, and organizational updates with clarity and directness.
- Escalate problems upstream quickly — with context, data, and a recommended solution — rather than allowing issues to compound.
Experience:
- Minimum 4 to 6 years of experience in truckload freight brokerage, with demonstrated broker and/or carrier sales success.
- Prior experience managing or mentoring brokers in a formal or informal capacity.
- Deep working knowledge of spot market dynamics, contract freight, and carrier relationship management.
- Proficiency in Salesforce CRM and a TMS platform.
- Demonstrated track record of building new customer relationships and growing existing accounts.
- Prior P&L or branch-level leadership experience.
- Familiarity with AI-enhanced freight tools (Happy Robot, Augment, or equivalent).
- Experience using Apollo.io or equivalent prospecting and outbound sales platforms.
- History of recruiting and onboarding talent in a brokerage environment.
This position offers a competitive base salary.