Carrier Sales

About the Role

White Star Logistics is growing rapidly and remains committed to sustained expansion, aiming to deliver 1,000,000 loads. This role is for a Carrier Sales Representative – Project Cargo & Specialized Equipment who will build and maintain the carrier capacity needed to scale. The position involves significant relationship and negotiation responsibility, including building a portfolio of reliable carriers for oversize, overweight, and highly specialized cargo, negotiating rates, and covering complex loads in a high-volume, fast-moving environment.

Responsibilities

• Grow the specialized carrier network by building and maintaining strong relationships with flatbed, RGN, step-deck, and other specialized equipment carrier partners across North America.
• Expand earning potential by increasing volume and capacity over time through network growth.
• Support competitive pricing by collaborating with the sales team on project cargo and oversize moves and contributing to RFQ/RFP bids.
• Coordinate permits and routing by partnering with carriers to confirm permitting, escorts, and route surveys ahead of pickup.
• Drive performance by focusing on high-quality service and strategic partnerships.
• Develop new carrier relationships to expand the specialized carrier network and service capabilities across the United States, Canada, and Mexico during afternoon and night shifts.
• Manage and nurture relationships with existing specialized carriers, ensuring high levels of service and communication.
• Refine core skills in relationship management and customer service through collaboration with the team and manager.
• Tailor transportation solutions by working closely with the sales team to create solutions for oversize and project cargo customers.
• Deliver against KPIs, focusing on on-time deliveries, proactive tracking, and outbound calls, with performance measured and rewarded.

Requirements

• 3+ years of freight brokerage experience in project cargo, oversize, or flatbed freight, with a proven track record in the industry.
• Hands-on knowledge of specialized equipment, including sourcing capacity for flatbed, step-deck, RGN, double-drop, and other specialized trailer types.
• Working knowledge of oversize and overweight permitting requirements, escort coordination, and route surveys.
• Passion for the freight industry and drive to thrive in a high-energy, fast-paced, and entrepreneurial environment.
• Exceptional communication skills, with the ability to build relationships via phone, email, and video calls.
• Strong work ethic and focus to put in the effort required to succeed.
• Relationship-building skills to connect with a wide range of people, from truck drivers to senior business leaders.

Qualifications

• Bachelor's degree in Business or a related field is preferred but not required.
• Experience with load board and transportation management platforms, including DAT and Trucker Tools, is preferred.

Core Values

• Own It – We take responsibility for outcomes, not excuses.
• Find a Way – We are resourceful, resilient, and solution-oriented.
• Protect All Stakeholders – We protect customers, employees, carriers, vendors, and the company.
• Communicate Early – We communicate proactively, particularly when issues arise.
• Excellence Through Growth – We continuously pursue improvement across our team, ourselves, and our service.
• Develop People – We believe our greatest contribution is helping people realize more than they believed possible.