Carrier Sales Representative

Job Title: Carrier Sales Representative

Location: Chicago, IL — On-site
Pay: $45,000 – $60,000 base plus commission, based on experience
Type: Permanent | Full-Time

Job Summary:

The Carrier Sales Representative is responsible for sourcing, qualifying, and managing carrier relationships to support a growing book of freight across temperature-controlled, dry van, and specialized lanes. This role sits at the intersection of sales and operations — building a reliable carrier network while ensuring capacity is available when customers need it most. Strong performers in this role are competitive, relationship-driven, and thrive in a high-call-volume environment.

Key Responsibilities:

• Source and onboard qualified carriers through outbound prospecting, load boards, and referral networks
• Negotiate rates with carriers on spot and contracted lanes to meet margin targets
• Build long-term carrier partnerships by consistently delivering fair rates, reliable freight, and responsive communication
• Cover freight loads by matching available carrier capacity to active shipments in real time
• Maintain accurate carrier profiles and performance data in the TMS
• Collaborate with operations and account management teams to ensure capacity meets customer commitments
• Meet or exceed weekly and monthly call volume, load coverage, and margin targets

Must-Haves / Requirements:

• 1+ years of experience in carrier sales, freight brokerage, or transportation sales
• Demonstrated ability to prospect and build new relationships through outbound outreach
• Comfort with high call volume and fast-paced negotiations
• Strong problem-solving ability and follow-through under pressure
• Proficient in Microsoft Office and standard CRM or TMS tools

Preferred Qualifications:

• Experience with refrigerated or temperature-controlled freight
• Familiarity with DAT, Truckstop, or similar load board platforms
• Track record of hitting or exceeding sales or margin targets in a brokerage environment

Screening Questions:

1. How many outbound calls did you average per day in your most recent carrier sales or freight brokerage role?
2. Have you worked with temperature-controlled or refrigerated freight lanes? If so, what types of carriers and commodities were involved?
3. Walk me through how you typically identify and onboard a new carrier partner from first contact to first covered load.