Sales Manager
Pace Logistics is seeking an experienced, hands-on Sales Manager to lead our account management team and drive profitable growth. This role focuses on developing sales professionals, strengthening customer relationships, expanding existing business, and acquiring new customers.
About the role
Pace Logistics is a growing freight brokerage based in Uptown Charlotte, NC. We work with businesses across the country to coordinate freight transportation and provide reliable logistics solutions. We are looking for a Sales Manager who can provide consistent leadership, accountability, and direction to our existing account management team. The Sales Manager will oversee daily sales activities, coach and develop account managers, guide customer acquisition and account expansion efforts, and ensure the team consistently meets performance expectations. This is primarily a people leadership position, not an individual contributor sales role. The ideal candidate is comfortable managing employee performance, addressing challenges directly, using sales data to identify opportunities, and working closely with company leadership and operations. A transferable personal book of business is not required, as the primary focus of this role is leading and developing our existing account management team. Compensation: $80,000–$100,000 annual base salary, plus additional performance-based incentive compensation tied to new contracted freight secured with current and new customers. The incentive structure and payment terms are being finalized. Schedule: Monday–Friday, 8:00 AM–5:00 PM Location: Onsite in Uptown Charlotte, NC
Responsibilities
- Lead, coach, and develop account managers to achieve individual and team sales goals.
- Establish expectations for prospecting, customer engagement, pipeline development, and profitability.
- Conduct regular one-on-one meetings, performance reviews, call reviews, and coaching sessions.
- Oversee employee attendance, punctuality, professionalism, and performance improvement.
- Drive new customer acquisition and expansion of contracted freight with existing customers.
- Guide account managers through prospecting, negotiation, proposals, and closing opportunities.
- Monitor sales KPIs, CRM activity, revenue, gross profit, and customer retention.
- Use analytics and AI-generated insights to improve sales performance and identify growth opportunities.
- Collaborate with operations, carrier sales, and leadership to ensure profitable freight execution.
- Support recruiting, onboarding, training, and development of account managers.