Carrier Sales Representative

SBT Global • Plano, TX

1d • Onsite

About The Position

This role focuses on driving organic revenue growth within assigned key accounts by providing efficient transportation solutions and competitive pricing. The representative will work to capture greater market share across existing customer networks and lanes. This involves researching spot markets, lane trends, and equipment availability to negotiate competitive quotes, rates, and pricing solutions. The role also includes sourcing, qualifying, and building strong relationships with motor carriers to match available capacity with customer freight daily. Shipment execution from tender to delivery, including dispatching carriers, confirming appointments, and utilizing real-time visibility tools, is crucial. Additionally, the representative will process customer order entries, update load details, and maintain accurate data within the TMS. Collaboration with internal operations, senior management, and accounting is expected to ensure customer needs are met and operational goals are achieved.

Requirements

• Bachelor’s degree preferred
• Carrier Sales Experience required
• Full-cycle account management experience
• Transportation operations experience
• Intermediate to advanced computer knowledge
• Proficiency with standard desktop applications (spreadsheets, DAT, Highway and Saferweb)
• Comfort learning new logistics systems
• Hands-on experience with TMS platforms (e.g., Aljex)
• Hands-on experience with real-time tracking solutions (e.g., MacroPoint)
• Hands-on experience with carrier onboarding tools (e.g., MyCarrierPortal)
• Proven track record in business development
• Proven track record in cold calling
• Proven track record in relationship building
• Proven track record in closing spot/contract pricing
• Exceptional organization
• Detail orientation
• Ability to prioritize in a high-volume, fast-paced environment

Nice To Haves

• Active portfolio or background in developing new shipper accounts.
• Deep understanding of U.S. over-the-road transportation, market trends, regional lane capacity, and equipment types.
• Consistent history of achieving sales KPIs, margin targets, and high customer retention.

Responsibilities

• Drive organic revenue growth within assigned key accounts by providing efficient transportation solutions and competitive pricing.
• Actively work to capture greater market share across existing customer networks and lanes.
• Research spot markets, lane trends, and equipment availability to negotiate competitive quotes, rates, and pricing solutions for prospects and customers.
• Source, qualify, and build strong relationships with motor carriers (asset-based, owner-operators, and fleets) to match available capacity with customer freight daily.
• Execute shipments from tender to delivery, dispatching carriers, confirming appointments, and utilizing real-time visibility tools to track progress and proactively resolve service issues.
• Process customer order entries, update load details, and maintain accurate data within the TMS to ensure smooth workflows for operational execution and accounting/invoicing.
• Collaborate closely with internal operations, senior management, and accounting to ensure customer needs are fully supported, service failures are escalated, and operational goals are met.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level