Carrier Sales Representative

Five Star Trucking • Willoughby, OH

6d

About The Position

At Five Star Trucking, the Carrier Sales Representative connects customer freight needs with carriers able to move the freight. The role builds capacity, negotiates rates, and develops carrier partnerships. It is a high-ownership, high-activity position that requires active prospecting, relationship development, and collaboration across the business.

The representative builds and grows a carrier network through cold calling, research, and lead generation; sources and secures capacity for customer loads; and manages shipments throughout the load lifecycle, from dispatch and scheduling through delivery. The role includes accurate tracking in the transportation management system (TMS), real-time problem solving, and cross-functional work with customer sales, account management, and operations. The representative also mentors teammates and contributes to department initiatives as they grow in the role.

Rotating on-call duties and occasional work outside normal business hours are part of the position. Success includes developing an active carrier portfolio, covering loads reliably, negotiating competitive rates while protecting margins and carrier relationships, maintaining accurate TMS data, communicating with integrity, and fulfilling on-call responsibilities.

Requirements

• High school diploma or equivalent.
• 2–4 years of experience in carrier sales, freight brokerage, transportation operations, or a related field.
• Prior sales experience in pipelining, cold calling, or lead generation, or a strong desire to grow into the sales profession.
• Strong verbal and written communication skills, excellent phone presence, and reliable follow-through.
• Proven ability to build and maintain relationships in a high-volume, fast-paced environment.
• High attention to detail and ability to multitask across competing priorities.
• Basic knowledge of DOT regulations and multi-state geography.
• Proficiency with computers, Microsoft Office Suite, and Google Workspace.
• Self-motivation and strong problem-solving and issue-resolution skills.

Nice To Haves

• Truckload brokerage experience.
• Experience with temperature-controlled or produce freight.
• Existing carrier relationships in key lane markets.
• Familiarity with EOS (Entrepreneurial Operating System).
• Prior experience in the trucking or transportation industry.

Responsibilities

• Build and grow a carrier network through prospecting, cold calling, research, lead generation, and relationship development.
• Negotiate rates and contracts while balancing competitive pricing with margin protection.
• Source and secure capacity for customer loads by qualifying carriers and matching them to available freight.
• Manage the load lifecycle, including dispatch, scheduling, and communication with drivers and carrier contacts through delivery.
• Accurately track leads, contacts, load status, and carrier data in the TMS.
• Collaborate with customer sales, account management, and operations to support business growth.
• Resolve freight and service issues in real time and work to keep the customer whole.
• Mentor teammates and contribute to department initiatives as experience grows.
• Participate in a rotating on-call schedule and handle issues outside normal business hours.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED