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