Job Description

Inside Sales Director

Earn 1 week of vacation after 90 days of employment and enjoy an excellent benefits package that includes our very own employee resorts Click here to learn more about our employee resorts

Position Summary

The Inside Sales Director is responsible for leading the Inside Sales Account Management Department and overseeing the development, performance, and advancement of Inside Sales Account Managers. This position establishes sales goals, monitors performance, coaches' employees, and ensures the team effectively manages and grows customer accounts through phone, email, and other communication channels. The position is domiciled in WIL and will be an on-site daily position.

The manager also oversees the training program designed to prepare Inside Sales Account Managers for potential advancement into outside sales Account Manager positions across regional and national markets.

This position requires a strong understanding of transportation operations and collaboration with Operations, Customer Service, Rates and Traffic, Billing and Collections, and other departments. Travel is required for training, meetings, customer engagement, and other business needs.

Key Responsibilities

Leadership and Employee Development

• Lead, coach, mentor, and develop Inside Sales Account Managers.
• Establish departmental goals, performance expectations, and service standards.
• Conduct regular performance reviews, coaching sessions, and team meetings.
• Identify training needs and implement development plans.
• Evaluate employee readiness for advancement into outside sales positions.
• Support employee onboarding, succession planning, and departmental staffing needs.
• Maintain an accountable, customer-focused, and results-driven team environment.

Sales and Account Management

• Develop and implement strategies to grow existing accounts and generate new business.
• Oversee lead qualification, needs assessment, solution presentation, follow-up, and closing activities.
• Assign accounts, leads, and sales opportunities based on business priorities.
• Monitor account retention, revenue growth, sales activity, and customer engagement.
• Assist employees with complex sales opportunities, customer objections, pricing discussions, and account strategies.
• Ensure consistent execution of established sales processes.
• Support the resolution of escalated customer concerns.
• Coordinate with outside sales Account Managers to ensure effective account transitions.

Performance Reporting and CRM Management

• Establish and monitor departmental key performance indicators.
• Analyze sales and account data to identify trends, risks, and growth opportunities.
• Prepare and present performance reports and recommendations to senior leadership.
• Ensure customer interactions, sales activities, and account information are accurately documented in the company's customer relationship management system.
• Use performance data to improve sales strategies, account assignments, training, and resource allocation.

Cross-Functional Collaboration

• Partner with Operations, Customer Service, Rates and Traffic, Billing and Collections, and other departments to support customer needs and sales opportunities.
• Ensure the team understands freight scheduling, terminal and dock operations, service capabilities, freight lanes, pricing, billing, and collection procedures.
• Coordinate the resolution of service, pricing, billing, and operational concerns.
• Ensure customer solutions and sales commitments align with the company's operational capabilities.
• Promote effective communication among inside sales, outside sales, operations, and support departments.

Skills and Qualifications

• Strong leadership, coaching, employee-development, and performance-management skills.
• Demonstrated knowledge of sales, account management, business development, and customer relationship management.
• Ability to establish measurable goals and hold employees accountable for results.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong customer service, organizational, problem-solving, and decision-making abilities.
• Ability to analyze data, identify trends, and make informed business decisions.
• Proficiency with Microsoft Office programs and customer relationship management systems.
• Ability to manage multiple priorities and adapt to changing business needs.
• Knowledge of transportation, logistics, or less-than-truckload operations is preferred.
• Ability and willingness to travel as required.

Education and Experience

• A bachelor's degree in business administration, marketing, transportation, logistics, or a related field is preferred. Relevant experience may be considered in place of a degree.
• Previous sales, account management, or business-development experience is required.
• Previous leadership, supervisory, or management experience is preferred.
• Experience managing an inside sales, sales-development, or customer account team is strongly preferred.
• Transportation, logistics, or less-than-truckload industry experience is preferred.

Benefits:

R+L Carriers offers an excellent compensation and comprehensive benefits package that includes Medical/Dental/Vision Insurance, 401(k) Retirement Plan with company matching contributions, Paid Vacation & Holidays, and vacation lodging at our exclusive employee resorts in Daytona Beach, FL, Big Bear Lake, CA, Pigeon Forge, TN, and Ocean Isle Beach, NC.