Agent Recruiting Specialist

Armstrong Transport Group

14h • Remote

About The Position

The Agent Recruiting Specialist is Stage 2 of Armstrong Transport Group’s three-stage agent recruiting model, bridging sourcing and closing. The role vets and develops sourced leads, reaches freight professionals, and conducts introductory calls to assess whether there is a genuine fit with Armstrong’s agent program. Qualified opportunities are passed to Agent Recruiters, while the Specialist remains engaged through the transition. The Specialist also self-sources prospects and may close qualified deals personally as permitted by their certification level and the retained-deal profile set by the Director. This role is described as a path toward a full-cycle Agent Recruiter position.

The position combines prospect research, persistent multi-channel outreach, structured discovery, opportunity qualification, Salesforce pipeline management, and collaboration with recruiting, sourcing, marketing, Agent Success, and Shared Services. Success is measured against weekly and monthly activity, contact, call, acceptance, self-sourcing, and signed-agent contribution targets, reviewed quarterly. The first 90 days focus on program certification, shadowing and co-running calls, reaching target activity, independently running calls, building a prospect list, and contributing to the qualification process.

Armstrong Transport Group is a third-party logistics provider headquartered in Charlotte, North Carolina, with additional locations in Boise, Alpharetta, and Schaumburg. The company has more than 200 independent agent offices and over 300 corporate employees. This role is intended for someone who is intrinsically motivated and able to thrive in a fully remote environment, with occasional travel under 15% for conferences and industry events.

Requirements

• 2–4 years of experience in sales development, recruiting, inside sales, or freight brokerage, including phone-based experience reaching people who are not expecting the call.
• Demonstrated ability to conduct structured discovery and deliver a value-based pitch without relying on a script.
• Ability to switch frequently between prospecting and presenting.
• Excellent verbal and written communication skills and credibility when speaking with experienced brokers.
• Disciplined CRM habits and accurate pipeline management.
• Sound judgment in deciding whether to advance or disqualify opportunities.
• Ability to travel occasionally, under 15%, for conferences and industry events.
• Demonstrated history as an intrinsically motivated self-starter who thrives in a fully remote environment.

Nice To Haves

• Background in transportation, logistics, or freight brokerage; familiarity with the freight agent model is a significant advantage.
• Salesforce experience and familiarity with sales engagement or sequencing tools.
• Prior B2B SDR/BDR experience and exposure to a formal qualification methodology.
• Experience carrying a closing number, even partially.

Responsibilities

• Research and verify inherited leads, including their book of business, commodity and lane mix, carrier relationships, current affiliation and commission structure, tenure, and business portability.
• Disqualify unsuitable prospects early and protect Agent Recruiters’ calendars from unqualified conversations.
• Conduct persistent multi-channel outreach, typically 8 to 12 touches across phone, email, text, LinkedIn, and voicemail.
• Re-engage aged, stalled, and closed-lost prospects on a defined recycle cadence.
• Own and conduct Armstrong introductory calls, explaining the agent program and its commission structure, technology, back-office and accounting support, carrier network, credit and claims handling, insurance, and quick pay.
• Conduct structured discovery into prospects’ volume, gross margin, customer concentration, goals, current challenges, contractual constraints, decision timeline, and reasons to consider a move.
• Address initial objections thoughtfully and involve a recruiter or subject-matter expert when appropriate.
• Record call details in Salesforce using Armstrong’s qualification framework and score opportunities accurately.
• Hand qualified opportunities to an Agent Recruiter with a written brief and scheduled next step, and remain engaged during the transition.
• Close qualified deals personally when allowed by the retained-deal profile and certification level.
• Self-source prospects through networking, referrals, and industry relationships, applying the same qualification standards used for other leads.
• Maintain accurate Salesforce pipeline data, forecasts, and next steps.
• Share disqualification reasons and objection patterns with Sourcing and Marketing to improve targeting and messaging.
• Represent Armstrong at career fairs, conferences, and industry events.
• Partner with Agent Success and Shared Services to support smooth agent onboarding.
• Complete additional projects assigned by the Director of Agent Recruiting, VP of Agent Recruiting, or executive team.
• Meet fully ramped targets: work 40 or more leads to documented disposition weekly; achieve a live contact rate of at least 30%; hold 10–12 introductory calls weekly; deliver at least 15 accepted recruiter-qualified opportunities monthly; maintain an 85% or higher acceptance rate; self-source 25% of the working pipeline; and contribute directly to signed agents each quarter.
• Complete agent program certification, learn the introductory-call framework, shadow and co-run calls, and work the inherited lead queue during the first 30 days.
• By 60 days, run introductory calls independently at target volume, deliver accepted opportunities, and begin building a self-sourced prospect list.
• By 90 days, reach full ramp on metrics, close or materially assist with at least one deal, and contribute a concrete improvement to the qualification framework or call structure.

Benefits

• Medical benefits.
• Dental benefits.
• Vision benefits.
• Flexible spending benefits.
• HSA benefits.
• PTO.
• Short-term disability.
• Long-term disability.
• 401(k) with up to a 3.5% match. Benefits begin on the first of the month following the date of hire.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed