Overview:The client is seeking a Director of Carrier Sales to oversee our carrier-side operations, focusing on growing and managing our team of capacity sales representatives. In this high-impact role, you will drive sales efforts to secure freight capacity by fostering relationships with carriers and ensuring exceptional service delivery. Reporting directly to the CEO, you’ll play a crucial part in expanding our carrier network and maintaining the commitment to reliable, cost-effective freight solutions.

Key Responsibilities

• Leadership & Management:

  • Lead and mentor a team of carrier sales representatives, with a focus on professional growth and effective sales strategies.
  • Partner with the Director of Operations to align on company objectives, ensuring the smooth execution of both carrier and customer-side operations.
  • Set and maintain performance standards, coaching team members on achieving outbound call targets (200-250 daily) and monthly load quotas.

• Carrier Network Expansion:

  • Actively engage and negotiate with carrier partners, including owner-operators and larger trucking fleets, to secure load commitments and build reliable capacity for freight needs.
  • Strategize and execute sales tactics to ensure load availability, maintain strong carrier relationships, and optimize carrier utilization to meet customer demands.

• Operational Collaboration:

  • Work closely with account managers to facilitate efficient load assignments and ensure loads are appropriately matched with carriers.
  • Collaborate with CSRs on the full load lifecycle, from bid to successful delivery, guaranteeing smooth carrier engagement and issue resolution.

• Strategic Development:

  • Assist the CEO in scaling the Carrier Sales department, introducing data-driven improvements to increase freight bookings while reducing carrier turnover.
  • Spearhead carrier-side strategies for pricing and negotiations, positioning us as a leader in efficient freight management solutions.

Qualifications

• Educational Requirements:

  • Bachelor's degree required; Master’s degree preferred.

• Experience Requirements:

  • 4+ years in a carrier capacity leadership role, preferably in a high-volume sales environment. Proven experience managing a team of sales professionals in the logistics industry.

• Skills & Attributes:

  • Proven ability to lead, coach, and develop a team of sales professionals, ideally with experience managing green sales reps.
  • Demonstrated success in a high-call volume sales setting, with strong negotiation and relationship-building skills.
  • Strategic thinker with experience driving initiatives that align with long-term business goals.