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Sales Manager
- Green Bay, Wisconsin, United States
- Green Bay, Wisconsin, United States
Über
This role is critical to creating structure, accountability, and consistent performance within the BDR team. You will be responsible for improving call quality, increasing appointment volume, developing the team, and ensuring the BDR function is aligned with IGT Logistics’ overall sales growth strategy.
Primary Responsibilities Lead the outsourced BDR team by providing clear structure, direction, coaching, and day to day oversight.
Establish daily expectations around outbound activity, call quality, appointment setting, CRM usage, and follow up standards.
Own BDR team capacity planning, coverage, and role expectations to support the company’s prospecting and pipeline goals.
Partner with internal sales leadership to align BDR priorities with company growth initiatives, target accounts, market focus, and sales strategy.
Create a consistent operating rhythm for the team through daily check ins, performance reviews, coaching sessions, and team meetings.
Hiring, Onboarding, and Ramp Lead recruitment, interviewing, selection, and onboarding for new BDR hires in partnership with the HR Manager.
Own the BDR ramp plan for the first 30, 60, and 90 days, including training milestones, activity expectations, quality standards, and readiness checks.
Ensure new hires understand IGT Logistics, the sales process, target customer profiles, call expectations, CRM requirements, and appointment setting standards.
Evaluate new hire progress during ramp and provide coaching, feedback, and performance support as needed.
Training, Coaching, and Development Own the continuous improvement process for the BDR team by staying ahead of freight market trends, industry challenges, customer objections, and real time shipper pain points. Translate those insights into updated scripts, talk tracks, objection handling guides, and prospecting strategies that keep the team relevant, prepared, and effective on every call.
Lead biweekly rollout sessions to train the team on new messaging, current market issues, updated call approaches, and improved appointment setting strategies.
Conduct daily structured training focused on logistics knowledge, prospecting, objection handling, discovery questions, talk tracks, call control, and appointment setting best practices.
Hold recurring one on one meetings with each BDR to review performance, skill development, weekly goals, and action plans.
Perform ongoing call coaching, including call monitoring, call scoring, feedback sessions, role playing, and targeted coaching plans.
Develop and improve BDR playbooks, scripts, call guides, talk tracks, objection handling resources, and training materials.
Create a coaching culture that helps BDRs improve confidence, call quality, consistency, and results.
Performance Accountability and Reporting Own BDR performance management, including goal setting, daily and weekly scorecards, performance reviews, and corrective action plans when expectations are not being met.
Track key performance indicators, including calls, connects, conversations, qualified leads, appointments set, appointment quality, and show rates.
Ensure accurate CRM activity logging, lead notes, appointment details, and data hygiene standards are consistently followed.
Report weekly to leadership on team output, quality, results, key wins, gaps, trends, and improvement initiatives.
Identify performance issues early and take action through coaching, retraining, process improvement, or accountability measures.
Goal of the Role The goal of this role is to build a high performing BDR team that consistently creates qualified sales opportunities for IGT sellers. This position is responsible for making sure the BDR team operates with structure, accountability, urgency, and a clear focus on setting quality appointments that help drive new business growth.
Qualifications
3PL/Logistics 3 years +
3+ years' of sales experience
Location Onsite - Greenbay, WI office
#J-18808-Ljbffr
Sprachkenntnisse
- English
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