Job Description

Carrier Sales Manager

Location: Chicago, IL

Overview

We are seeking a results-driven Carrier Sales Manager to build, manage, and grow a high-performing carrier network. This role is responsible for sourcing reliable transportation partners, negotiating rates, and ensuring consistent capacity to support customer freight needs. The ideal candidate thrives in a fast-paced 3PL or brokerage environment and brings strong relationship-building and leadership skills.

Key Responsibilities

• Develop and manage a network of carriers across truckload (TL), less-than-truckload (LTL), and specialized freight
• Lead carrier procurement efforts to ensure consistent capacity and competitive pricing
• Negotiate rates, contracts, and service agreements with carriers
• Build long-term relationships with key carrier partners to improve service and reliability
• Monitor carrier performance, including on-time delivery, service quality, and compliance
• Collaborate with customer sales and operations teams to align capacity with demand
• Analyze market trends and adjust pricing and sourcing strategies accordingly
• Manage and mentor a team of carrier sales representatives (if applicable)
• Ensure compliance with all regulatory and safety requirements

Qualifications

• 3+ years of experience in carrier sales, freight brokerage, or transportation logistics
• Proven track record of building and maintaining carrier relationships
• Strong negotiation and communication skills
• Experience with TMS platforms (e.g., McLeod, MercuryGate, or similar)
• Ability to thrive in a high-volume, fast-paced environment
• Leadership experience preferred (for team management responsibilities)

Preferred Experience

• Background in a 3PL, freight brokerage, or asset-based carrier environment
• Experience with specialized freight (flatbed, reefer, drayage, etc.)
• Established carrier network is a plus

Key Competencies

• Relationship building
• Negotiation & pricing strategy
• Problem-solving and decision-making
• Team leadership and development
• Market awareness and adaptability

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