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 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.

  Forward Air is an Equal Opportunity Employer

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