Carrier Sales Executive

Description: Carrier Sales Executive 

Department: Operations 

Business Unit: ARI Logistics 

Status: Full-time/ Exempt 

Reports to: Branch Manager  

JOB SUMMARY: 

The primary responsibility of the Carrier Sales Representative is to develop and maintain partnerships with high quality transportation carriers in order to cover the freight needs of our customers. The position is also responsible for staying abreast of issues and trends impacting the freight market in order to negotiate the best rates, achieve the highest load volume and most profitable margins. This position is accountable for meeting and exceeding individual KPI’s and business objectives including, but not limited to the following: 

• Loads booked per day
• Gross Profit Margin 
• Carrier retention
• Growth of existing carrier network 

DUTIES AND RESPONSIBILITIES: 

• Establish, develop and maintain partnerships with high quality transportation carriers within the qualification guidelines established by the organization. 
• Procure qualified carriers to physically move freight for customers as needed which includes confirming that the carrier can comply with pickup and delivery requirements, has the appropriate equipment, and understands any special considerations. 
• Negotiate rates with carriers for maximum profit while also driving load volume. 
• Make pickup and delivery appointments that meet the needs of contracted carriers and customer requirements. 
• Assist in tracking all loads from the point the carrier is contracted through final delivery of the load. 
• Update system with status changes as required and report to internal and external customers as needed. 
• Collect, document and disseminate accurate information to/from carriers and drivers and between internal departments. 
• Provide professional and respectful representation of the customer and carrier in all interactions. 
• Keep current with issues and trends affecting the freight market as well as maintain awareness of applicable weather and road conditions that may impact pickup and delivery times. 
• Additional duties as assigned. 

BUSINESS COMPETENCIES: 

• Competitive mindset and ability to thrive in a fast-paced environment; aggressive approach to winning opportunities 
• High energy, enthusiastic and a positive, proactive attitude 
• Ability to develop a creative approach to overcoming hurdles including strong negotiation and problem solving skills 
• Strong sense of urgency for completing tasks and seeking out opportunities 
• Exceptional customer service skills including a customer-centric philosophy and strong ability to build relationships and establish trust 
• Excellent communication skills (oral, written and presentation) 
• Efficient organizational and time management skills and the ability to balance and prioritize competing priorities 

EDUCATION AND EXPERIENCE REQUIREMENTS: 

• High school diploma required, Associate or Bachelor’s Degree preferred 
• 1-year experience in a similar role preferred 
• Proficiency in using Microsoft Office suite, especially Excel 
• Familiarity with transportation management software (TMS) such as McLeod or TMW preferred 
• Familiarity with customer relationship management software (CRM) such as Salesforce or One-Page preferred 
• Bilingual skills are a plus