Branch Sales Manager

Job Summary

The Branch Sales Manager at Quarterback Transportation is responsible for developing and leading a high-performing sales team, driving revenue growth across over-the-road, intermodal, warehouse, air, and ocean services, and overseeing the daily operation of the Indianapolis branch. Based in Indianapolis and reporting to the Executive Vice President, this role oversees sales strategy execution, enterprise account management, margin optimization, branch operations, staff coordination, facility readiness, and local administrative compliance while ensuring an exceptional customer experience. The Branch Sales Manager will coach and develop Account Managers, manage RFPs and pricing strategies, maintain a strong CRM pipeline, and collaborate closely with operations to meet customer expectations, support a positive staff experience, and achieve branch sales targets.

Location: Indianapolis, IN

Reports to: The Branch Sales Manager will report to the Executive Vice President (EVP).

Department: Sales

Position Status: Full-Time, Monday-Friday 8:00am-5:00pm.

Responsibilities & Duties:

Sales Strategy & Revenue Growth:

· Execute our established sales strategy to grow over the road, rail, intermodal, warehouse, air and ocean revenue.

· Establish a strong presence in the Indianapolis market through client visits, networking, and industry events.

· Identify high-potential verticals and enterprise targets, staying ahead of seasonal trends.

· Build and maintain relationships with key decision makers.

· Partner with operations to ensure pricing, service, and capacity meet customer expectations.

Team Leadership & Coaching:

· Build, lead, mentor and develop a team of Account Managers, providing strategic direction and coaching.

· Set clear performance expectations, KPIs, and activity standards (calls, meetings, opportunities, pipeline).

· Provide regular coaching on prospecting, deal strategy, objections, negotiations, and account management.

· Recruit, onboard, and train new sales team members in our established best practices.

Account Management & Customer Experience

· Develop and manage enterprise accounts to drive retention and revenue growth.

· Lead high-level customer QBRs focused on performance and growth opportunities.

· Collaborate with operations to resolve escalations, service issues, and claims while protecting customer relationships.

· Maintain a deep understanding of each customer’s supply chain, network, and KPIs.

Pricing, Negotiation & Margin Management

· Oversee and support team’s RFPs, mini-bids, and spot pricing strategies.

· Negotiate pricing and contract terms to achieve target gross margin while remaining competitive.

· Monitor lane performance, volume trends, and profitability; implement corrective actions where needed.

Data, Reporting & Process Improvement

· Ensure the team maintains a healthy pipeline in the CRM.

· Track and analyze sales performance metrics (RFPs, conversion rates, margins).

· Work with leadership to refine sales processes, tools, and playbooks.

· Stay current on market trends, capacity conditions, and competitor activity in the freight brokerage space.

Branch Operations & Administration

· Lead the launch of Quarterback Transportation’s first Indianapolis- area branch, including contributing to office selection, setup, and market entry strategy.

· Build the Indianapolis market presence from the ground up, including pipeline development, local networking, and brand visibility.

· Operate in a remote capacity initially, transitioning the team to a hybrid/in-office environment as the branch is established.

· Oversee daily branch operations, ensuring the office runs efficiently, professionally, and in alignment with company standards.

· Coordinate local branch staffing needs, schedules, coverage, onboarding support, and day-to-day workplace expectations for on-site employees.

· Maintain branch readiness, including office supplies, equipment, technology, facility upkeep, safety standards, and vendor or landlord coordination.

· Act as the on-site escalation point for customer, carrier, staff, facility, and operational issues, partnering with leadership and operations to resolve concerns quickly.

· Monitor branch-level administrative processes, expenses, compliance requirements, and reporting needs, providing updates to leadership as required.

Success in This Role Includes:

· Building and scaling a high-performing Indianapolis-based sales team.

· Achieving and exceeding branch revenue and margin targets.

· Establishing a strong local customer base with enterprise-level accounts.

· Successfully launching and stabilizing physical branch operations.

· Creating a repeatable and scalable sales process aligned with company standards.

Qualifications:

· Experience launching or scaling a new market, territory, or branch preferred.

· Entrepreneurial mindset with the ability to operate with ambiguity and build structure.

· Proven ability to hire, coach, and retain top sales talent.

· Experience in freight brokerage or 3PL environments strongly preferred.

· Bachelor’s degree required (or equivalent experience).

· 5 years of management experience leading a team of sales professionals.

· Background in inside sales/account management.

· Strong understanding of North American transportation markets, carrier networks, and pricing dynamics.

· Previous experience in meeting sales targets of the organization through effective planning.

· Strong ability to develop and execute sales strategies to achieve and exceed targets.

· Excellent communication, presentation, and negotiation skills.