Carrier Sales Representative

Patterson Companies Inc•Plant City, FL

About The Position

The Carrier Sales Representative is responsible for building and maintaining relationships with carriers, sourcing capacity, and ensuring loads are covered profitably and efficiently. This role plays a vital part in Patterson Companies’ logistics operations by negotiating rates, monitoring carrier performance, and collaborating with sales and operations to deliver exceptional service to customers. Each Carrier Sales Representative may specialize in geographic region, transportation mode (e.g., Dry Van, Reefer, Flatbed, Intermodal), or dedicated book of business, allowing Patterson to deliver tailored solutions while leveraging individual strengths. Specialization is balanced with the expectation of cross-team collaboration to maximize Patterson’s carrier network.

Requirements

1–3 years of experience in carrier sales, brokerage, or transportation operations.
Knowledge of freight markets, negotiation, and carrier relationship management.
Proficiency with TMS platforms (McLeod preferred), carrier vetting tools (Highway, RMIS, Carrier411), and Microsoft Teams.
Strong communication and negotiation skills.
Ability to work in a fast-paced environment and manage multiple priorities.

Nice To Haves

Bachelor’s degree in business, Supply Chain, or related field (preferred).

Responsibilities

Source, negotiate, and secure Carriers to cover Patterson loads at competitive and profitable rates.
Develop and maintain strong, long-term relationships with core and niche carriers.
Specialize by region, mode, or book of business to provide expertise and consistency in capacity sourcing.
Monitor market trends and provide rate and capacity insights to the procurement and sales teams.
Accurately enter, update, and track load information in Patterson’s TMS (McLeod).
Ensure all carriers are vetted and compliant using Highway and Patterson’s qualification standards. If Highway says the Carrier did not pass, you cannot use the Carrier.
Manage load execution from booking to delivery, including proactive updates and problem resolution.
Partner with operations to resolve exceptions quickly and ensure customer commitments are met.
Communicate capacity strategies, market shifts, and carrier opportunities with Sales and Procurement.
Support Sales by providing carrier solutions that align with customer pricing and service requirements.
Contribute to account growth by leveraging carrier relationships to improve coverage reliability.