{"id":1534748,"url":"https://alion.io/job/mohawk-global-sales-manager-international-freight-forwarding","title":"Sales Manager (International Freight Forwarding)","company":{"id":2011691,"name":"Mohawk Global","domain":"mohawkglobal.com","url":"https://alion.io/company/mohawkglobal","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"ADP","truth_index":{"grade":"B","score":78,"open_postings":8,"ghost_share":0,"stale_share":0.875,"repost_share":0,"time_to_fill_p50_days":24,"computed_at":"2026-10-24T06:02:35Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Chicago, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":120000,"max":130000,"currency":"USD","period":"year","gross":null,"usd_annual":130000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-07-07T17:51:00Z","employer_posted_date":"2026-07-07","last_verified_at":"2026-10-25T00:34:10Z","board_verified":true,"closed_at":null,"days_open":109,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":108},"description":"Position Title: Sales Manager\nReports To: Vice President, Global Sales & Marketing\nEmployment Type: Full Time\nFLSA Status: Exempt\nPlease note that the salary range referenced is a general guideline only. Salary differentials are based on multiple factors including (but not limited to), geographic location, education/training, years of relevant experience/seniority, merit, qualifications, as well as market and business considerations. Mohawk Global considers all of these variables when extending an offer of employment.\nWho We Are: Mohawk Global is a 350+ person team of logistics and trade specialists dedicated to fulfilling the supply chain needs of our customers with a strong emphasis on customs brokerage, domestic and international transportation, trade compliance, education, and consulting. Our business practices are driven and exhibited daily by our three core values: to ENRICH purposefully, to CARE personally and to DELIVER professionally. To learn more about our core values and what makes us truly unique in our industry, please click here.\nWe pride ourselves in being a highly employee-centric organization that truly puts our people (and clients) first! At Mohawk, these aren’t just words, they are a demonstrable value that we put into action by our behaviors each day. We have been certified as a “Great Place To Work” for the past thirteen years…see what our greatest assets, our people, have to say about us here: Mohawk Global - A Great Place to Work!\nPOSITION SUMMARY:\nThe Sales Manager is a field-based sales leadership role focused on new business acquisition, pipeline creation, seller development, and sales process discipline. This role does not carry a personal book of business. The Sales Manager acts as a force multiplier for assigned sellers by coaching lead generation, prospecting, discovery, solution design, proposal strategy, internal coordination, and close execution.\nThe Sales Manager is accountable for both total team performance and individual seller performance. Team results should not hide individual rep or branch-level underperformance. Each seller must have clear goals, quality pipelines, active coaching, accurate Salesforce discipline, and a practical path to production.\nThe Sales Manager works closely with branch leadership, operations, pricing, customs, trade consulting, product leadership, marketing, People & Culture, and the Vice President of Global Sales & Marketing to remove roadblocks, align internal support, reinforce sales standards, and build a stronger sales team.\nDUTIES & RESPONSIBILITIES:\nSupport sellers in creating access to prospects and developing new business opportunities\nParticipate in ride-alongs, customer meetings, prospect meetings, live deal coaching, and field sales activity on a regular and schedule.\nCoach sellers on better customer conversations, stronger discovery, clearer positioning, and accurate expectation setting.\nHelp sellers build credibility with prospects while connecting customer confidence back to Mohawk’s broader team and service capability.\nSupport existing customer escalations when sales leadership involvement is needed, while keeping the primary focus on pipeline and new business acquisition.\nLead, coach, and manage assigned salespeople across Associate Account Executive, Account Executive, Senior Account Executive, and Strategic Account Executive roles.\nHelp sellers execute the sales process from lead generation and prospecting through Discovery, Solution Design, Proposal, and Closed Won or Closed Lost outcomes.\nOwn weekly one-on-one meetings with each assigned seller.\nLead monthly small team meetings for assigned direct reports.\nPrepare sellers for monthly regional pipeline reviews.\nSupport monthly large sales team meetings and sales training sessions by reinforcing priorities, follow-up, and adoption.\nDeploy assigned sellers within their approved product focus areas, markets, territories, accounts, and opportunities.\nMaintain product focus discipline. International sellers stay focused on international opportunities. Domestic sellers stay focused on domestic opportunities. Cross selling ties everything together. \nHelp sellers build internal deal teams around qualified opportunities, including pricing, operations, customs, trade consulting, implementation, and other subject matter experts when needed.\nSupport recruiting, selection, onboarding, and training of sales talent. Hiring decisions are shared, but the Sales Manager has a strong voice and is ultimately responsible for team quality. \nDiagnose what is limiting each seller’s performance and coach to that constraint.\nSupport sellers who are struggling with prospecting, opportunity creation, discovery, internal coordination, proposal strategy, close execution, or sales process discipline.\nRemove roadblocks by using Mohawk expertise, internal relationships, and sales process knowledge.\nHelp sellers decide when to push, pause, rework, or qualify out an opportunity.\nHelp sellers secure internal support for larger or more complex opportunities.\nBalance total team performance with individual seller accountability. Team results should not hide branch-level or seller-level underperformance.\nAddress performance issues directly and professionally in close collaboration with the People & Culture team and guidance from the Vice President of Global Sales & Marketing.\nWork closely with the Vice President of Global Sales & Marketing on team performance, pipeline health, forecast accuracy, training priorities, and organizational sales standards.\nAlign with branch leadership on local sales goals, rep performance, office priorities, and operations support.\nBuild strong working relationships with operations, pricing, customs, trade consulting, product leadership, marketing, and other internal stakeholders.\nCommunicate pipeline risks, seller performance issues, deal support needs, and forecast changes clearly and early.\nSupport organizational sales training priorities and reinforce adoption with assigned sellers.\nCoach sales apprentices as required.\nOwn team budgeting and forecast accuracy for assigned sellers.\nEnsure seller forecasts are real, current, defensible, and reliable before they roll up to sales leadership.\nEnforce Salesforce usage and data quality as a management standard.\nInspect stages, next steps, close dates, activity, pipeline value, forecast category, and opportunity quality.\nTrack team and individual progress against new logo GP goals, qualified pipeline creation, opportunity creation, sales process discipline, and win quality.\nReport performance clearly, including both total team results and individual seller performance.\nPerform other duties as assigned\nBENCHMARKS FOR MEASURING SUCCESS:\nAchieving assigned team new logo GP goals.\nEnsuring assigned sellers make clear progress toward their individual new logo GP, pipeline, and opportunity creation goals.\nMaintaining healthy qualified pipelines across the team, with sufficient coverage, stage movement by sellers, and opportunity quality.\nImproving seller performance through weekly one-on-ones, field coaching, ride-alongs, deal strategy, and targeted development.\nMaintaining accurate team forecasts and clean Salesforce discipline across assigned sellers.\nBuilding, hiring, onboarding, and developing sales talent capable of producing in Mohawk’s sales model.\nStrengthening branch alignment, internal deal support, and cross-functional collaboration around new business opportunities.\nSKILLS & QUALIFICATIONS:\nTechnical Skills:\nUses Salesforce to inspect pipeline, forecast accuracy, seller activity, opportunity stages, next steps, close dates, and data quality.\nCoach Mohawk’s sales process from lead generation and prospecting through Discovery, Solution Design, Proposal, and close.\nUnderstands Mohawk’s service offerings well enough to coach sellers, qualify fit, and identify when to involve subject matter experts.\nSupport opportunity management by advising when to bring in pricing, operations, customs, trade consulting, implementation, product leadership, or other internal resources.\nUses sales metrics, pipeline data, budget information, and forecast reporting to manage team performance.\nBusiness Skills:\nCoaches sellers at the specific point where performance is breaking down.\nImproves seller execution in prospecting, qualification, discovery, solution design, proposal follow-up, internal coordination, and close preparation.\nHelps sellers build stronger opportunity plans and internal deal teams.\nBalances team goals, individual seller goals, branch expectations, and product focus requirements.\nDeploys sellers within their assigned product lanes and markets based on opportunity quality, pipeline needs, and business priorities.\nSupports hiring, onboarding, training, and development of sales talent.\nTranslates company growth priorities into practical sales execution for the assigned team.\nSupports strong branch and sales collaboration especially as opportunities move through the funnel and get closer to implementation. \nLeadership Skills:\nLeads through coaching, inspection, accountability, and field presence.\nConducts regular one-on-ones, ride-alongs, live deal coaching, and performance conversations.\nBuilds trust with sellers while holding clear standards for activity, pipeline, CRM discipline, and results.\nAddresses underperformance directly and professionally, in coordination with P&C and the Vice President of Global Sales and Marketing.\nBuilds internal relationships that help sellers remove friction, use the right resources, and compete for better business.\nWorks collaboratively with branch and operations departments to ensure a strong and regular flow of information to eliminate any silos between departments\nRequired Qualifications:\nProven ability to lead, coach, and develop B2B salespeople\nStrong understanding of sales process, pipeline creation, opportunity qualification, forecasting, and new business acquisition\nAbility to coach sellers across lead generation, prospecting, Discovery, Solution Design, Proposal, and close execution\nStrong Salesforce discipline and ability to manage through CRM data, pipeline inspection, and forecast accuracy\nStrong working knowledge of logistics, supply chain, freight forwarding, customs brokerage, domestic transportation, trade consulting, or the ability to rapidly build Mohawk-specific knowledge from a strong adjacent background\nAbility to build strong internal relationships across branches, operations, pricing, product leadership, customs, trade consulting, marketing, P&C, and sales leadership\nAbility to address performance issues directly, professionally, and consistently\nPreferred Qualifications:\nSales leadership experience in logistics, freight forwarding, customs brokerage, domestic transportation, trade consulting, supply chain, or a closely related field.\nExperience managing new logo sales teams across multiple territories, branches, or service lines.\nExperience coaching field sellers through ride-alongs, customer meetings, live deal strategy, and pipeline reviews.\nExperience recruiting, interviewing, onboarding, and developing commercial talent.\nExperience using Salesforce or a comparable CRM to manage team performance, pipeline, and forecast accuracy.\nExperience supporting sales training, sales methodology adoption, or apprentice development.\nOFFICE / WORK ENVIRONMENT & PHYSICAL DEMANDS\nThis position operates in a professional office environment (and/or remotely from a home office) with a quiet to moderate noise level and routinely requires the use of standard office equipment such computers, photocopying machines and storage/filing cabinets. This is a largely sedentary role, however, lifting items under 25 pounds as well as the ability to bend, stand and walk short distances may be required.\nTravel Requirement: Local and regional travel should be expected based on assigned sellers, branch locations, customer needs, field coaching needs, and business priorities. 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