Job Description

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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