Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Sydney, Australia, Buenos Aires, Argentina, and São Paulo, Brazil.      

The Shipper Sales Manager, Indigo Transport is responsible for helping grow the Indigo Transport Program. As the Manager of the Shipper Account Executive Team, you will focus on leading the Shipper Account Executive team to sets targets, manages the sales process, motivates the team and drives a high-performance sales organization.


  • Lead a team of Shipper Account Managers accountable for driving load volume growth for Indigo Transport through cold calling, inbound marketing leads, department referrals, and inbound requests
  • Develop relationships with large shipper accounts (30+ shipments per week) and attend business reviews with key customers
  • Set Demand Generation Targets to achieve Indigo Transport overall business objectives of establishing 525 shipper accounts in 2019, with an average of 30 shipments per week
  • Develop key demand generation inside sales processes, metrics and scripts to drive a high performing, results-oriented team
    • Lead development of KPI’s and dashboards to facilitate daily performance discussions with Head of Indigo Transport
  • Establish system of continuous improvement in process and customer relationships
  • Attract, hire and cultivate talented Account Managers to build a high-performance culture
  • Leverage Salesforce, Keubix and other tools for client prospecting and pipeline management
  • Demonstrate deep understanding of the Transport business model, vision and operations.
  • Serve as key voice to Head of Indigo Transport regarding commercial and business issues
  • Be viewed as a leader by the Transport team in Memphis



  • Demonstrated success building a book of business or accounts in transportation related business
  • Has demonstrated success sales incentive plans
  • Driven, competitive and maintains a positive attitude
  • Has ability to leverage mental models to develop creating solutions to complex problems
  • Can be valued contributor as member of Indigo Transport senior team addressing challenges
  • Demonstrates strong relationship building skills
  • Strong communication skills; written and oral
  • Strong problem solving and decision-making skills
  • Ability to negotiate, motivate, coach, and influence direct team as well as cross functional teams
  • Works well within a team and independently
  • Can explain new technologies and innovations related to logistics
  • Process oriented



  • At least 7 years of previous experience in Inside Sales experience (Ag Sales & Logistics sales a plus) or 2 years managing a sales team
  • Has existing relationships with potential shippers that can be brought to Indigo Transport
  • Master's degree (preferred)
  • Experience with CRM tools (Salesforce is a Plus)
  • Experience leading onsite and remote team
  • Demonstrated use of ‘mental models’ or business frameworks is a plus


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