The Carrier Sales Manager is responsible for developing and managing carrier relationships to support the company's transportation and logistics operations.
- Build, maintain, and expand a network of qualified truckload, intermodal, drayage, and specialized carriers.
- Identify and onboard new carrier partners to support company growth initiatives.
- Negotiate transportation rates, service agreements, and contractual terms.
- Develop strategic partnerships with core carriers to increase capacity and improve service levels.
- Lead, coach, and develop a team of Carrier Sales Representatives.
- Establish performance goals, KPIs, and accountability metrics for the carrier sales team.
- Conduct regular training focused on negotiation, relationship management, and industry best practices.
- Foster a culture of urgency, professionalism, and customer service.
- Secure transportation capacity to support customer shipping requirements.
- Monitor market conditions and proactively adjust carrier strategies to address capacity challenges.
- Collaborate with sales and account management teams to ensure timely and cost-effective shipment coverage.
- Develop contingency plans for seasonal demand fluctuations and market disruptions.
- Analyze transportation market trends and carrier pricing.
- Support customer pricing initiatives and bid opportunities.
- Manage carrier procurement events, RFPs, and annual contract negotiations.
