Carrier Sales Manager

OTR Transportation•Chicago, IL

1d•Onsite

About The Position

OTR Transportation sets itself apart as more than just a logistics company; we're a dedicated team committed to providing customized over-the-road shipping solutions, with a special focus on temperature-controlled and time-sensitive freight. Our expertise allows clients to concentrate on their core business while we ensure their shipping needs are met with precision. Our strength lies in our skilled professionals, who bring innovation and excellence to every aspect of our services. This dedication makes us a trusted partner in the logistics industry, adept at meeting the unique challenges of temperature-controlled transportation. We help our clients achieve their objectives by delivering flexible, reliable, and specialized shipping solutions. As a Carrier Sales Manager, you will lead, develop, and scale a high-performing Carrier Sales team while remaining closely connected to daily execution. You will own carrier strategy, capacity development, and margin performance while ensuring service excellence across all assigned freight. This role blends hands-on leadership with operational accountability. You will coach your team, solve complex problems in real time, and collaborate with internal partners to ensure loads move efficiently, profitably, and reliably. Your leadership directly impacts carrier loyalty, customer satisfaction, and overall company growth.

Requirements

3+ years of experience in carrier sales, logistics, or freight brokerage
Strong negotiation, communication, and relationship-building skills
Ability to manage multiple priorities in a fast-paced environment
Proficient in Microsoft Office Suite; TMS experience required
Analytical mindset with a customer-first, performance-driven approach

Nice To Haves

Prior leadership, mentoring, or team lead experience preferred

Responsibilities

Lead, coach, and develop a team of Carrier Sales Representatives
Set clear expectations around activity, performance, margin, and service KPIs
Prospect, qualify, and onboard carriers to build a strong, diversified carrier network
Develop and maintain long-term relationships with carrier partners
Oversee carrier sourcing and rate negotiation to balance service quality and profitability
Monitor live freight and assist with escalations or service issues as needed
Ensure accuracy in load details, rate confirmations, and tracking within the TMS
Analyze carrier and lane performance to improve efficiency, loyalty, and margins
Partner with Sales and Operations leadership to align capacity with customer needs