Sales Manager

Sales Manager – Freight Brokerage Pace Logistics | Charlotte, NC Employment Type: Full-Time | Onsite Schedule: Monday–Friday, 8:00 AM–5:00 PM Base Salary: $80,000-$100,000 annually + performance-based incentive compensation About Pace Logistics Pace Logistics is a growing freight brokerage headquartered in Uptown Charlotte. We connect businesses with reliable transportation solutions while building lasting customer relationships through responsive service, industry expertise, and operational excellence. As we continue to grow, we're seeking an experienced Sales Manager to lead our Account Management team, strengthen customer relationships, and drive profitable business growth. Position Summary Pace Logistics is seeking a hands-on Sales Manager to lead our account management team and drive profitable growth through new customer acquisition, expansion of existing customer relationships, and customer retention. This person will join an established freight brokerage with an existing customer base, account management team, and operational support. Their primary responsibility is to manage and develop the account managers, establish clear priorities, and hold the team accountable for sales results and day-to-day execution. Each account manager is responsible for developing new business and managing the customer relationships within their book of business. The Sales Manager will serve as the account managers’ direct manager, with responsibility for performance, attendance, punctuality, professional conduct, and disciplinary matters. This role requires someone who is comfortable coaching employees, addressing underperformance, and following through on expectations. The manager will use AI-generated metrics, performance analytics, and freight market intelligence to identify opportunities, guide coaching, and improve results. Success requires turning information into specific actions that produce new contracted freight, stronger customer relationships, and increased gross profit. Organizational Structure The Sales Manager will report to Pace Logistics leadership and work as a peer to the manager responsible for carrier sales and freight operations. The Sales Manager will own the account management team’s sales performance and employee management. The operational leader will own carrier procurement and freight execution. The two will coordinate on pricing, capacity, customer commitments, profitability, and service issues. This is primarily a team leadership position. The Sales Manager is expected to participate in strategic customer meetings, support negotiations, and help close opportunities. A transferable personal book of business is not a requirement. Key Responsibilities Account Manager Leadership and Development Lead, coach, and hold account managers accountable for individual goals and overall team performance. Establish clear expectations for prospecting, customer engagement, pipeline development, account growth, profitability, and service. Conduct regular one-on-one meetings, call reviews, and opportunity discussions to improve discovery, negotiation, objection handling, and closing. Develop individualized coaching plans based on performance data, observed skills, and each account manager’s book of business. Recruit, onboard, and train account managers in partnership with leadership. Manage customer assignments and prospect ownership to ensure clear accountability and effective coverage. Address underperformance through documented coaching, measurable improvement plans, and consistent follow-up. Build a culture of ownership, collaboration, professionalism, and accountability. Daily Management, Attendance, and Discipline Manage the account management team’s daily priorities, work expectations, and follow-through. Oversee attendance, punctuality, schedule adherence, and timely communication regarding absences or lateness. Address attendance, conduct, and performance issues directly and con…

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