The Manager, Regional Sales is responsible for translating Roadrunner’s regional growth strategy into disciplined field execution and sustained contribution margin performance. This role leads a team of Account Executives across a competitive transportation market where customer expectations, pricing dynamics, and service requirements evolve quickly.

Success requires more than managing activity. This leader will build a rigorous sales operating system, strengthen pipeline quality, develop Account Executive capability, and create clear accountability for customer acquisition, retention, and profitable account growth.

The successful candidate will establish a high-performance regional sales culture, improve forecast reliability, deepen strategic customer relationships, and ensure the team consistently delivers measurable business results. What you’ll do

1. Lead regional sales execution

• Lead, motivate, and hold Account Executives accountable for achieving and exceeding regional contribution margin goals.
• Translate regional objectives into focused territory strategies, account priorities, and measurable execution plans.
• Maintain a visible field presence through frequent customer meetings, sales calls, and ride-alongs.
• Establish clear performance expectations and address execution gaps quickly and directly.
• Partner with the Regional Director, Sales on territory alignment, resource deployment, and regional growth initiatives.

2. Build a high-performing sales team

• Coach new and tenured Account Executives through structured one-on-one meetings, performance reviews, and field-based development.
• Observe customer interactions and reinforce effective prospecting, discovery, negotiation, and account-management behaviors.
• Develop targeted training programs that improve individual capability and strengthen team consistency.
• Create a culture defined by ownership, urgency, collaboration, and measurable performance.
• Recognize strong execution while maintaining clear accountability for results.

3. Strengthen pipeline and forecasting discipline

• Ensure each Account Executive maintains a balanced pipeline across new business, customer retention, and profitable account expansion.
• Drive disciplined use of Zoho CRM to support pipeline visibility, opportunity management, and accurate forecasting.
• Review pipeline health, conversion performance, account activity, and forecast risk on a consistent cadence.
• Identify gaps early and implement focused actions to improve opportunity quality and sales velocity.
• Communicate regional forecasts, account activity, and territory strategies clearly to sales leadership.

4. Expand strategic customer relationships

• Build senior-level relationships with priority customers, prospects, and other key market stakeholders.
• Support Account Executives in securing new business, expanding profitable accounts, and strengthening long-term partnerships.
• Engage directly in complex opportunities where leadership involvement can improve positioning or accelerate decisions.
• Anticipate customer needs and translate operational capabilities into differentiated business value.
• Reinforce Roadrunner’s commitment to reliability, precision, speed, and accountable service.

5. Convert market intelligence into action

• Analyze regional market conditions, competitive activity, customer trends, and economic developments.
• Identify emerging opportunities and risks, then convert those insights into actionable territory and account plans.
• Maintain strong knowledge of the regional transportation landscape and relevant competitive alternatives.
• Challenge assumptions using customer feedback, CRM data, and measurable market indicators.
• Adjust regional priorities quickly when market conditions or business needs change.

5. Improve sales systems and effectiveness

• Evaluate sales processes, CRM practices, training methods, and incentive programs for opportunities to improve execution.
• Implement continuous-improvement initiatives that increase productivity, pipeline quality, and customer experience.
• Use performance data to identify recurring barriers and establish scalable solutions.
• Partner cross-functionally to align customer commitments with operational capabilities and service expectations.
• Recommend programs, tools, and methods that strengthen regional sales performance.

What you bring

• Minimum of five years of transportation sales experience.
• Minimum of three years of sales management experience, including direct responsibility for coaching and performance accountability.
• Demonstrated success leading field-based sales teams and delivering against revenue or contribution margin objectives.
• Strong understanding of pipeline management, territory planning, forecasting, customer retention, and profitable account growth.
• Experience using CRM platforms to manage opportunities, track activity, and improve forecast accuracy. Experience with Zoho CRM is preferred.
• Strong analytical capability, including the ability to interpret market conditions, sales performance, and account-level economics.
• Excellent written, verbal, presentation, and executive communication skills.
• Strong knowledge of regional geography, competitive conditions, and economic trends.
• Ability to develop strategic customer relationships and participate effectively in complex sales discussions.
• Willingness and ability to travel approximately 50% within the assigned region.
• Less-than-truckload transportation experience is strongly preferred.
• Bachelor’s degree is preferred.

How you operate

• You think in systems, not isolated activities.
• You own outcomes and establish clear accountability across the team.
• You use data to improve decisions without losing sight of the customer.
• You coach directly, consistently, and with a clear performance standard.
• You challenge assumptions constructively and address issues before they become barriers.
• You move with urgency while maintaining discipline and operational alignment.
• You communicate clearly, decisively, and with the appropriate level of context.
• You balance short-term execution with long-term account and market development.
• You build credibility through preparation, consistency, and follow-through.
• You model the integrity, precision, and accountability you expect from others.

 

Compensation & Setup

• Compensation: $110,000 per year
• Location: Hybrid | Dallas, TX / Atlanta, GA
• Travel: Approximately 50% within the assigned region
• Benefits: Competitive benefits package including medical, dental, and vision insurance, 401(k), paid time off, and growth opportunities.

 

Physical Demands and Work Environment

The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Physical Demands

• Daily outside travel to make sales calls in any weather.
• Light physical activity performing non-strenuous daily activities of an administrative nature.
• Outside salespeople are regularly required to sit, stand, travel to and from a customer’s place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.

Work Environment

• The service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation.
• Outside travel in all weather is required
• Can be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather) and outdoor weather conditions when touring prospect or client plants.
• There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls.
• Overnight travel (up to 50%) by land and/or air required.

 

* The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.

#LI-HybridDallas, TX

#LI-HybridAtlanta, GA