Sales Manager - Commercial Sales Team

MODE Global; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

MODE Global is seeking an experienced Player/Coach Sales Manager to lead a high-performing commercial sales team across North America. You will coach representatives, set quotas, and translate strategy into weekly execution while maintaining relationships with key clients.

In this hands-on leadership role, you will own pipeline, forecasting, territory development, and cross-functional collaboration with the SVP of Commercial Sales and partners to drive revenue growth and ensure delivery of

Qualifications

• Bachelor's degree or equivalent experience in business, marketing, or related field.
• 7+ years of B2B sales experience, including 3+ years leading a sales team.
• Proven ability to meet revenue targets in complex, consultative sales.
• Strong pipeline management and forecasting skills.
• Experience using CRM to manage opportunities and performance.
• Ability to build executive-level client relationships.
• Strong leadership, coaching, negotiation, and communication skills.

Responsibilities

• Lead and develop a team of commercial sales representatives.
• Own pipeline management and accurate forecasting.
• Develop territory and account strategies for growth.
• Strengthen relationships with key clients at senior levels.
• Establish a consistent sales process and compliant practices.
• Collaborate with cross-functional partners (Engineering, HR, Finance, Operations).

Skills

B2B sales leadership

Pipeline management

Forecasting

Executive relationship building

CRM proficiency

Coaching

Strategic account planning

Education

Bachelor's degree in business or related field

Tools

Salesforce

Excel

Job description

MODE Global is a $4B+ multimodal transportation leader, delivering comprehensive supply chain solutions across North America. With a vast agent-based network and a suite of offerings—spanning LTL, truckload, parcel, intermodal, air, and ocean—MODE drives operational excellence through technology, innovation, and integrity. We simplify logistics, empower partnerships, and deliver performance.

MODE Global | Full-Time | Exempt

The Opportunity

MODE Global is looking for an experienced Player/Coach Sales Manager to lead and develop a team of commercial sales representatives and drive revenue growth across the organization.

This is a hands-on sales leadership role for a proven B2B sales leader who knows how to build high-performing teams, manage a healthy pipeline, develop territory and account strategies, and coach sales professionals to consistently deliver results.

You’ll work closely with the SVP of Commercial Sales and cross-functional partners to translate sales strategy into weekly execution while maintaining strong relationships with key clients.

Lead & Develop the Sales Team

• Set individual goals and quotas and hold regular one-on-one meetings with sales representatives.
• Coach representatives on discovery, value-based selling, negotiation, and closing.
• Conduct call reviews, ride-alongs, role-play sessions, and other coaching activities.
• Build a culture of accountability, collaboration, continuous learning, and high performance.
• Identify high performers and future leadership talent and support their development.

Own Pipeline & Forecasting

• Inspect pipeline activity weekly to ensure opportunities are qualified, accurately staged, and progressing.
• Identify stalled or unqualified opportunities and drive appropriate action.
• Deliver accurate weekly, monthly, and quarterly forecasts to sales leadership.
• Identify territory and pipeline gaps and drive prospecting activity to improve coverage.
• Maintain strong CRM discipline across the team.

Drive Territory & Account Strategy

• Assign and balance territories and named accounts.
• Review and approve account plans for strategic clients.
• Partner with the Commercial Sales Engineer and Commercial Administrator to prioritize target prospects.
• Lead or participate in executive-level meetings for key opportunities.
• Develop strategies that support new-client acquisition, account growth, and long-term revenue.

Build & Strengthen Client Relationships

• Maintain senior-level relationships with key clients.
• Serve as an escalation point for significant client issues.
• Conduct regular account reviews to identify renewal, expansion, and cross-sell opportunities.
• Gather client feedback and translate it into actionable insights for leadership and service delivery teams.

Ensure Sales Process & Execution

• Establish and reinforce a consistent sales process across the team.
• Review proposals, pricing, and contracts for margin and risk within established approval limits.
• Ensure sales representatives follow company policies and applicable regulations.
• Partner with Operations, Finance, and Service Delivery to ensure client commitments can be successfully delivered.

Partner Across the Organization

• Work with the Commercial Sales Engineer on call strategy, prospect research, and presentations for new-client opportunities.
• Partner with the HR / Commercial Business Partner on hiring, onboarding, training, performance management, and development.
• Share market, competitor, and client insights with the SVP of Commercial Sales.
• Collaborate with Finance and other business partners on reporting, compensation inputs, and team budgets.

What We're Looking For

Required

• Bachelor's degree in business, marketing, or a related field, or equivalent experience.
• 7+ years of B2B sales experience, including at least 3 years leading or coaching a sales team.
• Proven track record of meeting or exceeding revenue targets in complex, consultative sales environments.
• Strong pipeline management and forecasting skills.
• Experience using CRM platforms to manage sales activity, opportunities, and performance.
• Ability to build and maintain executive-level client relationships.
• Strong leadership, coaching, negotiation, and communication skills.

Preferred

• Experience in transportation, logistics, or a comparable service-based business.
• Experience managing territories and strategic accounts.
• Experience with pricing and contract negotiation.

You’ll Thrive Here If You Are

• A Coach: You know how to develop sales professionals and make them better.
• Accountable: You set clear expectations and consistently follow through on results.
• Strategic: You can translate broader sales objectives into actionable territory and account plans.
• Data-Driven: You use pipeline and performance data to make decisions and identify opportunities.
• Client-Focused: You know how to build trusted relationships with senior-level decision makers.
• Competitive: You’re motivated by winning business and helping your team win.
• Collaborative: You work effectively across Sales, Operations, Finance, HR, and Service Delivery.

How Success Is Measured

Success in this role will be measured through team revenue and quota attainment, new-client revenue, gross margin, pipeline coverage, win rates, forecast accuracy, client retention and expansion, team quota attainment, new-representative ramp time, and the development and retention of high-performing sales professionals.

Travel

This role requires regular travel to client sites, regional offices, and sales events.

Ready to lead a team, win new business, and drive the next stage of growth at MODE Global? Apply today.

MODE Global is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law