Inside Sales Manager

Shiphlg; Lenexa, Northern (KS, KY); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Heartland Logistics Group is seeking an Inside Sales Manager to drive new business, build lasting shipper relationships, and coordinate with carrier and operations teams to deliver superior logistics solutions.

This role focuses on proactive prospecting, pipeline development, and strategic account management to meet and exceed sales targets in a fast-paced logistics environment.

Qualifications

• 1+ years inside sales experience, ideally in logistics, freight brokerage, or transportation.
• Proven track record of meeting/exceeding sales goals in a high-volume environment.
• Strong understanding of freight market and transportation modes (FTL, LTL, intermodal) preferred.

Responsibilities

• Identify and qualify new sales leads via cold calling, email, LinkedIn, and networking.
• Maintain a healthy pipeline of prospective clients in the CRM.
• Follow up on past leads and re-engage lapsed clients to win back business.
• Analyze sales data to forecast demand and target high-potential markets.

Skills

Inside sales

CRM proficiency

Negotiation

Pipeline management

Forecasting

Relationship building

Time management

Education

Bachelor’s degree in Business or related field

Tools

HubSpot

Salesforce

TMS

Job description

Heartland Logistics Group is seeking a driven, competitive, and relationship focused Inside Sales Manager to join our growing sales team. In this role, you will be responsible for identifying new business opportunities, building lasting relationships with shippers, and coordinating with our carrier and operations teams to deliver superior logistics solutions. You will play a key role in generating revenue and contributing directly to the growth of the company.

This is a high-activity, high-reward position that is ideal for someone who thrives on the phone, loves the chase of new business, and is hungry to build a book they can call their own. You will be supported by experienced leadership, a strong carrier network, and a team culture that pushes everyone to be better.

Responsibilities include, but are not limited to:

Business Development & Pipeline Management

• Proactively identify and qualify new sales leads through cold calling, email outreach, LinkedIn, and networking.
• Build and maintain a healthy, active pipeline of prospective clients in the CRM.
• Follow up on past leads and lapsed clients to re-engage and win back business.
• Analyze sales data to identify trends, forecast demand, and target high-potential markets and lanes.

Customer Relationship Management

• Develop and maintain strong, long-term relationships with both new and existing customers.
• Understand each customer’s freight requirements and provide tailored, competitive logistics solutions.
• Partner with customers to understand their business objectives and position Heartland as a strategic logistics partner.
• Communicate proactively with customers regarding shipment status, delays, or service disruptions.

Operations & Execution

• Negotiate competitive rates with shippers while maintaining target profit margins.
• Schedule and coordinate freight shipments from pickup through final delivery.
• Monitor shipment status and proactively communicate updates or delays to customers.
• Collaborate with the carrier sales and operations teams to ensure smooth execution of all loads.
• Resolve service issues or disruptions quickly, professionally, and with ownership.

Reporting & Continuous Improvement

• Maintain detailed and accurate records of customer interactions, sales activity, and progress in CRM and TMS systems.
• Participate in weekly sales meetings and contribute actively to team strategy and goal-setting.
• Continuously develop product knowledge, industry trend awareness, and competitive intelligence.
• Meet or exceed monthly, quarterly, and annual sales targets and KPIs.

Requirements

• 1+ years of inside sales experience, ideally within logistics, freight brokerage, or transportation.
• Proven track record of achieving or exceeding sales goals in a competitive, high-volume environment.
• Strong understanding of the freight market and transportation modes (FTL, LTL, intermodal, partial) preferred.
• Experience using CRM systems (HubSpot, Salesforce, or similar) and TMS platforms.
• Bachelor’s degree in Business, Supply Chain, Logistics, or a related field preferred — but not required. Relevant experience matters more.
• Excellent verbal and written communication skills with the ability to engage confidently at all levels
• Strong negotiation skills with the ability to protect margin while building win-win relationships with customers and carriers.
• Highly motivated, self-driven, and results-oriented with a competitive mindset and a desire to be the best in the room.
• Exceptional time management and organizational skills; ability to juggle multiple accounts, shipments, and deadlines simultaneously.
• Ability to handle difficult situations, display sound judgment, take ownership, and find creative solutions under pressure.
• Comfortable operating in a fast-paced, ever-changing environment where priorities shift and the ability to pivot is essential.
• Ability to work independently while partnering effectively with carrier sales, operations, and leadership teams.