Head of Inside Sales – Freight Brokerage

Job Summary

The Head of Inside Sales in a freight brokerage will lead and drive the inside sales function to

acquire and strengthen customer relationships, grow revenue through inside channels, establish

scalable processes, mentor team members, and collaborate across departments (operations,

carriers, and marketing) to deliver profitable and efficient freight solutions.

Key Responsibilities

 Develop and execute strategies for inside sales to consistently achieve revenue, margin, and

volume targets.

 Build, lead, and scale the inside sales team, including hiring, training, coaching, goal setting, and

performance management.

 Oversee lead generation, qualification, and pipeline management to ensure a strong flow of

quality opportunities from marketing, referrals, inbound inquiries, and outbound outreach.

 Drive proactive sales outreach through cold calling, lead prospecting, nurturing inbound leads,

and consistent follow-ups.

 Negotiate rates with shippers (customers) and carriers to ensure profitability while maintaining

long-term relationships.

 Collaborate with operations, dispatch, and carrier management teams for seamless

execution—load tendering, tracking, issue resolution, and carrier compliance.

 Track and analyze key performance metrics including conversion rates, sales cycle length,

customer acquisition cost, retention, margin per load, revenue per customer, and forecast

accuracy.

 Optimize the use of CRM and reporting tools to enhance visibility and efficiency.

 Define and implement processes and policies for pricing, carrier qualification, customer credit,

and claims handling.

 Stay updated with market intelligence and ensure continuous evolution of inside sales strategy.

 Uphold high levels of customer satisfaction through timely responses, escalation management,

and consistent service quality.

Required Qualifications & Skills

 Bachelor’s degree required; MBA or Master’s degree is an advantage.

 5–10+ years of proven experience in inside sales or sales management within freight brokerage

or U.S. logistics.

 Strong knowledge of freight brokerage operations (truckload, LTL, intermodal), including carrier

sourcing, market dynamics, pricing, and contract negotiations.

 Demonstrated track record of achieving or surpassing sales targets with experience in scaling

teams.

 Excellent negotiation, relationship-building, and influencing skills with both shippers and

carriers.

 Strong communication and presentation abilities.

 Analytical and data-driven approach to forecasting, reporting, and KPI monitoring.

 Hands-on experience with CRM systems; familiarity with TMS or other logistics tools is a plus.

 Effective leadership skills with experience in coaching, mentoring, and motivating teams.

 Strong problem-solving skills with the ability to manage conflicts, escalations, and complex

logistics challenges.

 High energy, results-oriented, and adaptable to fast-paced environments.

Compensation & Benefits

 Competitive base salary plus performance-based bonus tied to revenue and margin

achievements.

 Benefits package as per company policy.