Undergraduate degree in business, sales, supply chain, or related field preferred; High School Diploma or GED required.
Supply Chain / Logistics industry certifications preferred.
6+ years of B2B or enterprise sales experience, ideally in transportation or logistics.
Proven track record in developing and managing indirect sales channels and strategic partnerships.
Experience driving revenue through third-party partners and working with matrixed stakeholders.
Strong negotiation, presentation, and executive communication skills.
Proficient in CRM tools, preferably Salesforce.
Responsibilities
Develop and execute sales strategies to increase revenue through indirect partnerships.
Identify, recruit, and onboard new channel partners and strategic alliances.
Manage and enhance relationships with existing partners to boost revenue and market reach.
Educate partners on service offerings and facilitate their sales efforts.
Collaborate with partners to find and pursue new business opportunities.
Support partnerships with guidance on solutions, pricing, and sales proposals.
Serve as the primary contact for channel partners and related opportunities.
Benefits
Opportunity to work in a dynamic and collaborative environment.
Access to professional development and industry certifications.
Participation in networking events and industry conferences.
Supportive company culture focused on innovation and growth.
Comprehensive health and wellness benefits.
Full Job Description
Job Description
Responsibilities
Develop and execute channel sales strategies to drive revenue growth through indirect sales partnerships.
Identify, recruit, onboard, and develop new channel partners, agents, brokers, referral partners, and strategic alliances.
Manage and grow existing partner relationships to increase revenue, market penetration, and customer acquisition.
Educate and enable partners on Forward's service offerings, value proposition, operational capabilities, and sales processes.
Collaborate with partners to identify, qualify, and pursue new business opportunities.
Support partner-led sales activities through solution development, pricing guidance, proposals, and customer presentations.
Serve as the primary point of contact for assigned channel partners and partner-driven opportunities.
Work closely with Operations, Product, and Commercial teams to ensure successful execution of partner-generated business.
Monitor partner performance against established revenue, activity, and growth objectives.
Develop joint business plans and account strategies with key channel partners.
Maintain accurate pipeline management, forecasting, partner activity tracking, and reporting within CRM systems.
Analyze market trends, competitive activity, and channel opportunities to identify new growth strategies.
Represent Forward at partner meetings, conferences, trade associations, and industry events.
Resolve escalated partner concerns and facilitate cross-functional support when needed.
All other duties as assigned to meet evolving business needs.
Qualifications
Education: Undergraduate degree in business, sales, supply chain, or a related field preferred; High School Diploma or GED equivalent required.
Certification/Licensure: Supply Chain / Logistics industry certifications preferred.
Experience: 6+ years of B2B or enterprise sales experience, preferably in transportation or logistics.
Proven success developing and managing indirect sales channels, strategic partnerships, or agent networks.
Experience influencing and driving revenue through third-party partners and matrixed stakeholder relationships.
Demonstrated ability to grow partner-generated revenue and build long-term strategic relationships.
Strong negotiation, presentation, facilitation, and executive-level communication skills.
Ability to influence cross-functional partners without direct authority.
CRM proficiency (Salesforce preferred).
Demonstrated discretion and confidentiality in handling and protecting sensitive information.
Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.).
Environment: Comfort commuting to/from and working in a 100% onsite setting (listed in this posting), with travel for related meetings/events.
