Manager, Regional Sales

The Manager, Regional Sales is responsible for translating Roadrunner’s regional growth strategy into disciplined field execution and sustained contribution margin performance. This role leads a team of Account Executives across a competitive transportation market where customer expectations, pricing dynamics, and service requirements evolve quickly. Success requires more than managing activity. This leader will build a rigorous sales operating system, strengthen pipeline quality, develop Account Executive capability, and create clear accountability for customer acquisition, retention, and profitable account growth. The successful candidate will establish a high-performance regional sales culture, improve forecast reliability, deepen strategic customer relationships, and ensure the team consistently delivers measurable business results.

 What you’ll do 1. Lead regional sales execution Lead, motivate, and hold Account Executives accountable for achieving and exceeding regional contribution margin goals. Translate regional objectives into focused territory strategies, account priorities, and measurable execution plans. Maintain a visible field presence through frequent customer meetings, sales calls, and ride-alongs. Establish clear performance expectations and address execution gaps quickly and directly. Partner with the Regional Director, Sales on territory alignment, resource deployment, and regional growth initiatives. 2. Build a high-performing sales team Coach new and tenured Account Executives through structured one-on-one meetings, performance reviews, and field-based development. Observe customer interactions and reinforce effective prospecting, discovery, negotiation, and account-management behaviors. Develop targeted training programs that improve individual capability and strengthen team consistency. Create a culture defined by ownership, urgency, collaboration, and measurable performance. Recognize strong execution while maintaining clear accountability for results. 3. Strengthen pipeline and forecasting discipline Ensure each Account Executive maintains a balanced pipeline across new business, customer retention, and profitable account expansion. Drive disciplined use of Zoho CRM to support pipeline visibility, opportunity management, and accurate forecasting. Review pipeline health, conversion performance, account activity, and forecast risk on a consistent cadence. Identify gaps early and implement focused actions to improve opportunity quality and sales velocity. Communicate regional forecasts, account activity, and territory strategies clearly to sales leadership. 4. Expand strategic customer relationships Build senior-level relationships with priority customers, prospects, and other key market stakeholders. Support Account Executives in securing new business, expanding profitable accounts, and strengthening long-term partnerships. Engage directly in complex opportunities where leadership…