Carrier Sales Manager

The Role

As a Carrier Sales Manager, you will lead, develop, and scale a high-performing Carrier Sales team while remaining closely connected to daily execution. You will own carrier strategy, capacity development, and margin performance while ensuring service excellence across all assigned freight.

What You’ll Do

• Lead, coach, and develop a team of Carrier Sales Representatives
• Set clear expectations around activity, performance, margin, and service KPIs
• Possess and prospect, qualify, and onboard carriers to build a strong, diversified carrier network
• Develop and maintain long-term relationships with carrier partners
• Oversee carrier sourcing and rate negotiation to balance service quality and profitability
• Monitor live freight and assist with escalations or service issues as needed
• Ensure accuracy in load details, rate confirmations, and tracking within the TMS
• Analyze carrier and lane performance to improve efficiency, loyalty, and margins
• Partner with Sales and Operations leadership to align capacity with customer needs

Experience & Qualifications

• 3+ years of experience in carrier sales, logistics, or freight brokerage
• Prior leadership, mentoring, or team lead experience preferred
• Strong negotiation, communication, and relationship-building skills
• Able to manage multiple priorities in a fast-paced environment
• Proficient in Microsoft Office Suite; TMS experience required
• An analytical mindset with a customer-first, performance-driven approach

Benefits at OTR

• Competitive, uncapped commission structure
• Full benefits package: Medical, Dental, Vision, PTO
• 401(k) with company match
• Office happy hours & Friday lunches
• Wellness perks
• On-site parking for a safe, easy commute