Carrier Sales Leader: Scale Networks & Negotiation

Blue Star Automobiles; Scottsdale (AZ); On-site; USD 95,000 - 140,000; Full time

Job summary

Edge Logistics is seeking a Carrier Sales Manager in the United States to lead and scale the carrier sales function, driving procurement strategy and performance through a direct leadership role. You will own carrier network development, capacity strategy, and KPI-driven outcomes while collaborating with regional leadership.

The role requires experience managing teams, proficiency with TMS and load boards, and strong negotiation and relationship skills in a fast-paced freight environment.

Qualifications

• 3–7+ years of experience in freight brokerage or carrier sales.
• Proven track record of carrier procurement and rate negotiation.
• Strong understanding of freight markets, lanes, and pricing dynamics.
• Experience managing a team.
• Proficiency in TMS platforms and load boards.
• Excellent negotiation, communication, and relationship management skills.
• Ability to operate in a fast-paced, high-volume environment.

Responsibilities

• Establish and scale a high-performing carrier network strategy.
• Define pricing and negotiation strategy; coach and hold the team to targets.
• Own capacity coverage performance with sourcing workflows and accountability.
• Lead and manage Carrier Sales Representatives in the United States; hire, train, and appraise performance.
• Monitor market trends to inform pricing and procurement strategies.
• Ensure compliance with carrier onboarding requirements (insurance, safety, contracts).
• Collaborate with customer sales and operations to align carrier capacity with needs.
• Resolve service issues including delays, claims, and performance concerns.
• Identify and manage strategic carrier relationships to drive broader partnerships.
• Drive sourcing discipline and activity standards across the team.
• Act as escalation point for operational and carrier issues.
• Utilize TMS and Highway to drive capacity and analyze market data.
• Track and report KPIs such as carrier utilization and on-time performance.

Skills

Carrier sales

Team leadership

Negotiation

Communication

TMS platforms

Load boards

Freight markets

Tools

TMS platforms

Load boards

Job description

Edge Logistics is seeking a Carrier Sales Manager in the United States to lead and scale the carrier sales function, driving procurement strategy and performance through a direct leadership role. You will own carrier network development, capacity strategy, and KPI-driven outcomes while collaborating with regional leadership.

The role requires experience managing teams, proficiency with TMS and load boards, and strong negotiation and relationship skills in a fast-paced freight environment.