VP, LTL

MODE Global•Dallas, TX

20h•Hybrid

About The Position

The Vice President of LTL owns MODE Global’s less-than-truckload business end to end, including the carrier network, pricing engine, operations team, and related technology. The role sets LTL strategy and is accountable for margin, service quality, and growth across company-managed accounts and pricing support for customer RFP events across MODE’s sellers. It combines responsibility for carrier strategy and negotiations, LTL operations, technology direction, and pricing strategy.

Requirements

10 or more years of experience in LTL.
At least 5 years leading pricing, carrier procurement, or operations teams at a 3PL, freight broker, or LTL carrier.
A record of negotiating national and regional LTL carrier agreements with measurable margin or cost results.
Deep knowledge of LTL pricing mechanics, including tariffs, discounts, FAK, NMFC classification and density-based pricing, accessorials, and fuel surcharges.
Experience leading customer RFP pricing strategy for mid-market and enterprise shippers.
Experience setting technology direction for rating engines, TMS platforms, carrier APIs, or customer portals.
Strong analytical skills and comfort using Excel and BI tools to model freight data and margin.
Proven ability to lead and develop managers and multifunctional teams.
Bachelor’s degree in supply chain, business, or a related field, or equivalent experience.

Nice To Haves

Experience in a 3PL serving shippers through both direct and agent or partner channels.
Background building or scaling an LTL pricing desk or managed LTL program.
Familiarity with LTL API standards and rating platforms such as SMC3 or similar.
Established relationships with senior leaders at major LTL carriers.
MBA or advanced degree.

Responsibilities

Set the LTL carrier strategy, including the mix of national, regional, and specialty carriers by lane and region.
Own executive relationships with core LTL carriers and conduct regular business reviews covering service, claims, capacity, and growth.
Lead negotiations on carrier pricing agreements, tariffs, discounts, FAK structures, accessorials, and fuel programs.
Track carrier performance using scorecards for on-time pickup and delivery, claims ratio, and invoice accuracy, and act on the results.
Monitor market conditions, including GRIs, density-based classification changes, and carrier capacity shifts, and adjust strategy accordingly.
Grow purchasing leverage across the carrier base to protect margin and competitiveness.
Lead the LTL Operations team responsible for company-managed LTL opportunities from onboarding through daily execution.
Set scalable service standards, workflows, and staffing models.
Own operational KPIs, including shipment visibility, exception resolution time, claims handling, billing accuracy, and customer satisfaction.
Partner with Sales and account management to launch new LTL customers and retain existing ones.
Build carrier escalation paths to resolve service failures quickly.
Own the LTL technology roadmap, including rating and pricing engines, carrier API connectivity, customer portals, and shipment visibility tools.
Define technology requirements and priorities with Product and IT, and make build, buy, or partner decisions.
Drive adoption of API and EDI connections for rating, booking, tracking, imaging, and invoicing.
Ensure customer-facing tools support fast quoting, easy booking, and real-time tracking.
Use data and automation to reduce manual work and improve pricing accuracy.
Lead the LTL pricing team and set its structure, priorities, and service levels.
Direct pricing strategy for customer RFP events, including bid analysis, carrier selection, margin targets, and final pricing recommendations.
Set pricing governance, including margin guardrails, approval levels, and win/loss review.
Analyze customer freight profiles to design programs that win business while protecting margin.
Report pricing performance, win rates, and margin trends to senior leadership.
Lead and develop managers and multifunctional teams.