What are the responsibilities and job description for the Vice President of Sales — Brokerage Division position at TCI Transportation?
Location: Bedford, TX (Hybrid)
Compensation: $120,000–$160,000 base performance incentives
Industry: Transportation, Logistics, Brokerage
Seniority: Executive Leadership
Are you a proven sales leader ready to scale a high-growth brokerage organization? TCI is seeking a Vice President of Sales for our Brokerage Division—a strategic, performance-driven executive responsible for accelerating new revenue, strengthening our go-to-market engine, and leading a disciplined, metrics-driven business development team.
This role owns the full sales motion: revenue strategy, methodology adoption, coaching, pipeline governance, pricing partnership, and enterprise deal leadership. If you excel at building repeatable systems, driving accountability, and turning insights into execution, this is a high-impact opportunity to shape the next phase of growth at TCI.
Key Responsibilities
Revenue Growth & Sales Leadership
We are a family-owned company doing business since 1978.
We are dedicated and committed to safety, each other, and our customers.
Our team is positive and passionate and come to work each day with a "Can Do" attitude. We strive to be creative problem solvers who bring innovative thinking in all our work.
Being ethical, transparent, and accountable has helped shape our team and how we do business. We are looking for more people that match our core values to join our team.
Since 1978, TCI Transportation has been dedicated to serving our clients in the only way we know how – with integrity, passion, and ingenuity. We’ve spent the past 4 decades expanding our locations from coast to coast and have been aggressively adding new services for our clients to help them grow their businesses as effectively and efficiently as possible. Our story has a long history, and yet we have only just begun.
Compensation: $120,000–$160,000 base performance incentives
Industry: Transportation, Logistics, Brokerage
Seniority: Executive Leadership
Are you a proven sales leader ready to scale a high-growth brokerage organization? TCI is seeking a Vice President of Sales for our Brokerage Division—a strategic, performance-driven executive responsible for accelerating new revenue, strengthening our go-to-market engine, and leading a disciplined, metrics-driven business development team.
This role owns the full sales motion: revenue strategy, methodology adoption, coaching, pipeline governance, pricing partnership, and enterprise deal leadership. If you excel at building repeatable systems, driving accountability, and turning insights into execution, this is a high-impact opportunity to shape the next phase of growth at TCI.
Key Responsibilities
Revenue Growth & Sales Leadership
- Own all new business revenue targets for the brokerage division, delivering $7–$10M in new contracted business annually with a minimum 8% YoY growth.
- Architect, implement, and enforce a standardized sales methodology built around our Ideal Customer Profile (ICP).
- Direct and develop Business Development Directors and Managers; ensure weekly and monthly pipeline creation, progression, and close ratio improvement.
- Partner with EVP, Pricing, Procurement, Market Research, and Operations to align verticals, freight strategy, and GTM execution.
- Maintain complete visibility through Salesforce dashboards, reporting, and forecasting.
- Enforce CRM rigor—stage accuracy, next steps, realistic close dates, and activity consistency.
- Drive improved conversions across every deal stage: lead → qualified → priced → negotiated → close won.
- Set and uphold minimum standards for quota attainment, pipeline depth, customer communication cadence, and rep performance behaviors.
- Ensure a diversified freight mix across modes, length of haul, equipment types, and award profiles.
- Target high-value, contract-focused freight including drop trailer, LTL, reefer, and flexible brokerage solutions.
- Align customer acquisition with network strengths and carrier backhaul advantages.
- Own the ongoing definition and enforcement of the ICP and GTM strategy.
- Participate in procurement and carrier network planning discussions.
- Collaborate with Pricing on strategy for targeted verticals and million-dollar accounts.
- Hold deal autonomy for small–mid-size opportunities and approve margin positions down to 8% on awarded business of $1M with proper justification.
- Build a strong talent bench and future hiring pipeline for sales roles.
- Lead training on sales process, prospecting, qualification, negotiation, and deal strategy.
- Reinforce a culture grounded in transparency, accountability, continuous improvement, and a CRM-first mindset.
- Translate insights and metrics into clear, repeatable execution behaviors.
- 5 years of leadership experience running brokerage or 3PL sales teams.
- Demonstrated success scaling a business development organization to consistent quota performance.
- Master-level Salesforce expertise: pipeline mechanics, forecasting, reporting, and compliance.
- Deep understanding of transportation pricing logic, brokerage operating models, freight mix, and carrier network leverage.
- Strong coaching mindset with the ability to turn numbers into behaviors and behaviors into execution.
- Experience leading ICP research and GTM strategy formation (preferred).
- Analytical leaders who understand probability, ratios, and forecasting math.
- Strong believers in CRM as the single source of truth.
- Systems thinkers who build scalable processes that work at volume.
- Leaders who balance enterprise dealmaking with hands-on coaching.
- High-accountability operators who know the difference between “activity” and meaningful sales progress.
We are a family-owned company doing business since 1978.
We are dedicated and committed to safety, each other, and our customers.
Our team is positive and passionate and come to work each day with a "Can Do" attitude. We strive to be creative problem solvers who bring innovative thinking in all our work.
Being ethical, transparent, and accountable has helped shape our team and how we do business. We are looking for more people that match our core values to join our team.
Since 1978, TCI Transportation has been dedicated to serving our clients in the only way we know how – with integrity, passion, and ingenuity. We’ve spent the past 4 decades expanding our locations from coast to coast and have been aggressively adding new services for our clients to help them grow their businesses as effectively and efficiently as possible. Our story has a long history, and yet we have only just begun.
Salary : $120,000 - $160,000