Job Openings Carrier Sales Manager

About the job Carrier Sales Manager

Carrier Sales Manager (Carrier Sales Team Lead)

Location: Charlotte, NC (local presence required; remote-heavy flexibility)
Travel: Occasional (up to ~30%)
Reports To: Senior Operations / Brokerage Leadership
Direct Reports: 10–12 Carrier Sales Representatives

Overview

An established and growing logistics organization is seeking a Carrier Sales Manager to lead and elevate its carrier sales function. This is a high-impact leadership role focused on building structure, improving performance, and creating a unified operating approach across a distributed team.

This position is ideal for a player/coach leader who thrives in fast-paced environments and is comfortable balancing strategic leadership with hands-on execution.

Why This Role Is Open

This opportunity is driven by the need for a stronger alignment between leadership and the carrier sales function. The organization is seeking a leader who can take ownership, implement structure, and drive performance improvements across the team.

Team Structure

The Carrier Sales team is geographically distributed across multiple regions, including:

  • Southeast (HQ – Charlotte)

  • West Coast

  • Midwest

  • Northeast

  • International team support

This role requires the ability to effectively lead across multiple time zones, cultures, and operating styles.

Key Responsibilities

Leadership & Team Performance

  • Lead, develop, and motivate a team of 10–12 Carrier Sales Representatives

  • Establish consistent communication cadence, accountability, and performance expectations

  • Conduct regular 1:1s, coaching sessions, and performance reviews

  • Identify skill gaps and implement training to standardize best practices

Player/Coach Execution

  • Step into live negotiations and carrier calls as needed

  • Model best practices in pricing, negotiation, and capacity development

  • Support challenging lanes, urgent load coverage, and service recovery efforts

  • Act as a hands-on leader during high-demand situations

Process, SOPs & KPI Management

  • Develop and implement SOPs to ensure consistency across all locations

  • Track, analyze, and report on team and individual KPIs

  • Ensure compliance with internal processes and industry standards

  • Provide regular performance updates and operational insights to leadership

  • Manage team coverage and scheduling across time zones

Cross-Functional Collaboration

  • Partner with internal teams to support daily operations and execution

  • Collaborate with HR on hiring, onboarding, and performance management

  • Contribute to broader operational strategy and continuous improvement initiatives

Freight & Modal Exposure

Experience across multiple modes is preferred, including:

  • Dry Van

  • Reefer

  • Flatbed / Open Deck

  • Conestoga / Hotshot

  • Hazmat

  • White Glove

  • Drayage (nice-to-have)

Required Qualifications

  • 3+ years of experience in a 3PL or freight brokerage environment

  • Prior leadership experience managing carrier sales or similar teams

  • Strong understanding of carrier pricing, capacity strategy, and negotiation

  • Proven ability to coach and improve team performance

  • Experience leading distributed teams across multiple geographies

  • Excellent communication and organizational skills

  • Ability to thrive in a fast-paced, performance-driven environment

  • Proficiency in MS Office, Teams, and TMS platforms

Preferred Qualifications

  • Experience with TMS platforms and carrier sales tools

  • Bilingual (English/Spanish) is a plus

  • Multi-modal experience across diverse freight types

Compensation

  • Base Salary: $75,000 – $90,000 (flexible based on experience)

  • Bonus: Quarterly performance-based bonus (typically 10%–20%)

  • Additional: Bilingual premium where applicable

Ideal Candidate Profile

  • High-energy, structured, and results-driven leader

  • Strong coaching mindset with hands-on execution ability

  • Ability to unify diverse teams into a single operating structure

  • Brings discipline to SOPs, KPIs, and accountability

  • Comfortable operating in a fast-paced and evolving environment

  • Capable of driving measurable improvements quickly


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