Sr. Manager, Middle Mile Capacity

About Riverstone Logistics

Riverstone Logistics (RLX) is a supply chain powerhouse delivering seamless final mile, middle mile, warehousing, fulfillment, and storage solutions through a nationally integrated platform. Founded in 2017 by five partners, RLX began with furniture delivery and has grown into a nationwide provider serving complex supply chains across the United States. Purpose-driven, RLX exists to use its God-given talents and opportunities to love its neighbors, serve its communities, and improve its industry.

Role Overview

This is a senior carrier sourcing and carrier relationship role, not an operations role. You will source, vet, and contract qualified Motor Carriers for our Middle Mile full-truckload lanes, negotiate contracted rates, and play a heavy role in new-business strategy and pricing. The mission is to marry the right Motor Carrier with the right lane so the outcome is a win for the customer, the Motor Carrier, and the client. This is a player/coach role. You will carry your own sourcing targets at a high level while mentoring one less-experienced Representative today, and you are expected to build and lead a growing team as the business scales.

What You Own

• Source, vet, negotiate, and contract qualified, high-quality Motor Carriers for our Middle Mile full-truckload contracted lanes.
• Align contracted business with assigned Motor Carriers before every new-business go-live.
• Negotiate contracted lane rates and sell the opportunity and scope of work to Motor Carriers, pulling each deal over the finish line.
• Support new-customer RFPs and bids by lining up carrier rates before RLX places a bid, so our pricing is competitive and deliverable.
• Onboard newly contracted Motor Carriers, then run a clean series of handoff meetings that transfer the day-to-day relationship to the Operations team.
• Read the freight market. Understand capacity and pricing as broad market indicators to guide our Middle Mile sourcing strategy.
• Set the standard for your Representative through your own production, and develop them into a strong sourcing contributor.

How The Workflow Runs

New business is awarded. You source the contracted Motor Carriers for that business, vet them, confirm the scope of work is fully agreed, negotiate rates, and onboard them. You then set up handoff meetings that pass custody of the relationship to the Operators who manage the freight day to day. Once the relationship is handed off, you move to a secondary support role on that account. You are not responsible for managing the relationship for the life of the contract. That is Operations. Your job is sourcing, contract negotiation, selling the opportunity, and securing the capacity.

The Carriers We Target

• The focus is mid-size and large Motor Carriers, including trucking companies doing $50M or more in annual revenue, contracted as our partners.
• There is a time and place for smaller trucking companies where the business makes sense, but this role must be able to find and reach large carriers, speak to the right stakeholders and decision-makers, sell the business and the scope of work, onboard them, and hand them to Operations.

What You Bring

• Five or more years of Motor Carrier sourcing experience, gained at a 3PL of any type, including a broker, a freight forwarder, or on the customer/shipper side.
• A track record of sourcing and contracting mid-to-large full-truckload carriers and negotiating contracted lane rates.
• Working knowledge of the freight markets, including capacity cycles and rate dynamics, and the ability to read indicators such as spot and contract rates, tender rejection, and load-to-truck ratios.
• Strong relationship and negotiation skills, with the ability to reach and sell to decision-makers at large trucking companies.
• Early people-leadership experience or a clear readiness to mentor and build a team.
• Bachelor's degree in supply chain, logistics, or business, or equivalent industry experience.

How Success Is Measured

• Contracted business aligned with assigned Motor Carriers before go-live, the primary standard for the role.
• Quality and reliability of the Motor Carriers sourced, judged by their performance once handed to Operations.
• Contribution to won new business through pre-bid rate support, and the growth and development of your Representative.

Physical Demands and Work Environment

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• The employee is regularly required to remain stationary for long periods of time, work in a standing position, and to communicate effectively with coworkers and outside stakeholders in person, on the telephone and via email and other computer-related messaging.
• The employee is occasionally required to maneuver about the work area and move/manipulate various objects.
• This position may require extended work hours and travel.