Sales Manager

*This role is onsite in Kansas City

About WarehouseQuote:

At WarehouseQuote, our clients hire us to manage their 3PL Warehousing Network. We do this by leveraging technology, data intelligence, and operational excellence to drive clarity, growth, and innovation with excellence in all that we do. WarehouseQuote has built an integrated network of warehouses that can provide customers with on-demand scalable capacity. Customer inventory inside the WarehouseQuote network is managed by proprietary technology that can be utilized to provide real-time inventory visibility and forecasting.

The Role

The Sales Manager is responsible for driving qualified pipeline and new customer acquisition for WarehouseQuote. This is a player-coach role with a primary focus of full-funnel sales execution: qualifying inbound opportunities, building outbound pipeline, developing prospective customers, managing deal progression, and helping convert strong-fit opportunities into new business.

This individual will act as a key commercial representative of WarehouseQuote to prospects, customers, vendors, and internal stakeholders. The role requires a consultative seller who can understand a prospect’s warehousing, fulfillment, distribution, and supply chain needs, then work cross-functionally to position WarehouseQuote’s solution effectively.

The right candidate is highly self-motivated, organized, metrics-driven, and comfortable owning both prospecting activity and opportunity advancement.

Responsibilities

The successful candidate will be responsible for the following:

Pipeline Generation & Prospecting

• Build and manage a consistent pipeline of prospective customers that are a strong fit for WarehouseQuote’s warehousing and fulfillment solutions.
• Qualify inbound leads to determine customer fit, urgency, service requirements, decision-making process, timeline, and revenue potential.
• Create and execute outbound prospecting strategies targeting potential buyers of warehouse services, including shippers, distributors, e-commerce brands, manufacturers, and other companies with third-party warehousing needs.
• Use cold calling, email outreach, social selling, referrals, market research, and targeted campaigns to generate new conversations.
• Develop target account lists and maintain accurate prospect data in WarehouseQuote’s CRM.
• Identify the right decision-makers and influencers within target accounts, including operations, supply chain, logistics, finance, procurement, and executive stakeholders.
• Partner with marketing and leadership to improve messaging, campaign strategy, lead follow-up, and pipeline conversion.

Full-Funnel Sales Execution

• Own the sales process from initial qualification through opportunity creation, discovery, proposal support, negotiation, and close.
• Conduct discovery calls to understand a prospect’s current warehouse network, fulfillment process, inventory profile, order volume, service-level needs, pain points, and growth plans.
• Translate customer needs into clear business requirements for internal pricing, operations, and solution-design teams.
• Present WarehouseQuote’s services, capabilities, technology, and customer portal in a clear and compelling way.
• Provide virtual and/or onsite presentations to prospective customers and leadership-level stakeholders.
• Build trust with prospects through consultative selling, customer education, problem solving, and strong follow-up.
• Maintain deal momentum by establishing clear next steps, timelines, stakeholder alignment, and decision criteria.
• Support proposal development and customer communication in partnership with internal teams.
• Manage handoff of closed or advancing opportunities to operations, implementation, account management, or other internal stakeholders as appropriate.

CRM, Reporting & Sales Process Discipline

• Maintain accurate and up-to-date records in our CRM, including contact information, company details, qualification notes, deal stage, next steps, timeline, and projected opportunity value.
• Track and report on key sales activity and pipeline metrics, including calls made, emails sent, meetings set, meetings completed, qualified opportunities opened, proposals issued, and new business won.
• Provide regular updates to leadership on pipeline health, campaign performance, opportunity progression, and sales activity.
• Use data to identify what prospecting strategies, customer segments, messaging, and channels are producing the strongest results.
• Improve sales process discipline by creating repeatable approaches for lead qualification, outboun