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.
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