Carrier Sales Specialist

PRIMARY FUNCTION

The primary function of a Carrier Sales Specialist involves sourcing carrier capacity, managing carrier relationships, arranging pick-up and delivery appointments with carriers and customers, working with Sales and Customer Service to provide transportation solutions for customers various needs.

DUTIES AND RESPONSIBILITIES

• Capacity Sourcing:
  • Initiate proactive calls to carriers to secure capacity for loads and build relationships.
  • Use outbound calls to resolve capacity shortages, negotiate rates, and address performance issues.
  • Cold call potential carriers to expand the network and ensure regional coverage.
  • Utilize data-driven insights to assess availability and identify potential capacity matches.
  • Collaborate with team members to secure capacity for time-sensitive 'Hot' shipments.
• Routing Guide Development and Maintenance:
  • Create and maintain routing guides in the Transportation Management System (TMS) for efficient coverage operations.
  • Collaborate closely with carriers to define and communicate expectations related to routing guides.
  • Monitor the execution and efficiency of routing guides within the Transportation Management System (TMS).
• Region Ownership:
  • Take ownership of a designated region as the primary point of contact for all outbound shipments.
  • Drive capacity development initiatives within the assigned region to ensure seamless logistics operations.
  • Proactively cover loads originating from the region, optimizing service efficiency and reliability.
• Market-Driven Rate Negotiation:
  • Negotiate rate terms with carriers based on current market conditions for competitive and mutually beneficial agreements.
  • Stay informed about industry trends, pricing dynamics, and market fluctuations influencing transportation costs.
  • Collaborate with carriers to establish flexible and responsive rate structures.
• Service Excellence:
  • Monitor and ensure on-time pickup and delivery of shipments as per established schedules.
  • Communicate effectively with carriers to enforce service level expectations and address performance concerns.
  • Proactively identify potential delays and communicate with internal and external stakeholders to mitigate impact.
  • Implement in-transit tracking systems to monitor the real-time location of shipments.
  • Monitor Estimated Time of Arrival (ETA) to provide timely updates to stakeholders.
• Carrier Compliance and Fraud Prevention:
  • Utilize various monitoring systems to confirm carriers' compliance with safety and regulatory standards.
  • Ensure the acquisition of high-quality capacity while proactively preventing fraud and double brokering.

MINIMUM QUALIFICATIONS/EXPERIENCE

• Bachelor’s degree in Business, Logistics, Marketing or relevant work experience
• Possess a motivated and high energy attitude
• Fluent in computer applications
• Excellent communication and negotiation skills
• Detail-oriented with the ability to analyze and interpret data
• Able to handle multiple tasks and thrive in a highly dynamic, fast-paced work environment
• Problem-solving and decision-making abilities
• Customer-focused mindset with a commitment to meeting and exceeding expectations
• Self-driven and motivated to achieve targets and goals