Job Description

Carrier Sales Manager

Location: Chicago, IL

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

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

Qualifications

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

Preferred Experience

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

Key Competencies

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