Sales Manager - ATS Specialized, Inc.

The ATS Specialized Sales Manager leads the execution of the Flatbed division sales strategy by developing, coaching, and empowering a high-performing team of Business Development Managers (BDMs). This role is accountable for driving profitable revenue growth, expanding customer relationships, and translating divisional objectives into focused sales execution.

Working at the intersection of sales, operations, and customer success, the Sales Manager ensures sales efforts are aligned with flatbed asset capabilities, network capacity, and operational priorities. Through strong leadership, performance management, and data-driven decision making, this position drives team effectiveness, optimizes market opportunities, and delivers results that support both customer needs and business growth.

Success in this role requires a strategic mindset, a passion for developing talent, and the ability to balance relationship-building, commercial execution, and operational awareness in a fast-paced environment.

• Lead, coach, and develop a high-performing team of Business Development Managers (BDMs), fostering accountability, engagement, and continuous growth.
• Establish clear performance expectations, provide ongoing coaching, and strengthen team capabilities in consultative selling, relationship management, and data-driven decision-making.
• Execute core people leadership responsibilities, including talent development, performance management, succession planning, and team engagement.

Sales Leadership & Business Growth

• Execute the Flats division sales strategy by translating business priorities into actionable sales plans that drive profitable revenue growth and customer development.
• Guide prospecting, pipeline management, and sales execution efforts to ensure alignment with targeted markets, customer segments, and strategic business objectives.
• Support complex sales opportunities, strengthen key customer relationships, and champion a customer-focused approach that delivers long-term value.

Cross-Functional Partnership & Network Optimization

• Partner closely with Operations, Planning, Pricing, and other key stakeholders to align sales strategies with asset availability, network needs, operational capabilities, and profitability goals.
• Serve as a strategic liaison between Sales and Operations, facilitating communication, resolving challenges, and ensuring customer commitments are executable and aligned with business priorities.
• Collaborate across functions to identify growth opportunities, optimize network utilization, balance capacity with demand, and drive enterprise-wide business results.

Performance & Business Management

• Monitor and analyze key performance indicators, including revenue, margin, pipeline health, customer growth, and sales activity, to drive informed decision-making and continuous improvement.
• Identify trends, risks, and opportunities and implement strategies that enhance team performance, operational alignment, and business outcomes.

Leadership & Organizational Commitment

• Demonstrate ATS Mission, Vision, Values, and leadership competencies through daily actions, decisions, and interactions.
• Foster a culture of collaboration, accountability, innovation, and high performance while ensuring compliance with company policies and applicable laws.
• Complete responsibilities outside normal business hours and travel as required and perform other duties as assigned.

• Bachelor’s degree in Business, Supply Chain, or a related field preferred, or equivalent combination of education and experience; transportation industry experience, particularly in flatbed, specialized, heavy haul, or asset-based operations preferred.
• 3-5 years of sales experience with a proven track record of achieving revenue goals, plus at least 2 years of people leadership experience with direct reports.
• Strong business acumen, sales, negotiation, and analytical skills, with the ability to leverage data and market insights to drive performance and business growth.
• Demonstrated leadership, coaching, communication, and performance management capabilities, with the ability to prioritize effectively, navigate ambiguity, and make sound decisions in a fast-paced environment. 
• Proactive commitment to ATS values and culture and the success of all staff.