Sales Manager Indirect

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 Forwards 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.

  Forward Air is an Equal Opportunity Employer

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