Carrier Sales Manager

Atlas Global Talent; Des Moines (IA); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Competitive base salary

Career progression

Des Moines, IA location

Job summary

Atlas Global Talent is seeking an experienced Carrier Sales Manager for its Des Moines, IA operation. You will lead a team of carrier sales representatives, drive capacity procurement, and optimize profitability through strategic negotiations and carrier relationships.

In this hands-on leadership role, you will guide pricing decisions, monitor KPI performance, and collaborate with sales, pricing and operations to secure reliable coverage and superior service for a growing freight brokerage.

Qualifications

• 5+ years in carrier sales, freight brokerage, or transportation operations.
• Experience managing carrier sales reps.
• Strong understanding of the US domestic market.
• Proven ability to negotiate competitive rates while protecting gross profit.
• Experience with FTL, LTL, and other domestic modes.

Responsibilities

• Lead, manage and develop a team of carrier sales representatives.
• Oversee daily carrier procurement and freight coverage activities.
• Establish clear performance expectations and measurable team objectives.
• Coach carrier sales representatives on negotiation and relationship development.
• Develop strategies to improve gross profit and margins.
• Build and maintain relationships with reliable carrier partners across the US.
• Identify opportunities to increase repeat carrier utilisation across lanes.
• Support complex negotiations involving high-volume shipments.
• Monitor carrier capacity, freight rates and market conditions.
• Collaborate with customer sales, pricing and operations teams.

Skills

Carrier sales

Leadership

Negotiation

Team development

US transportation market knowledge

Pricing knowledge

Relationship building

Tools

TMS

Load boards

Pricing systems

Job description

My client is a major asset-based transportation and logistics provider with a well-established freight brokerage division, looking to appoint an experienced Carrier Sales Manager to its Des Moines, Iowa operation. This is an opportunity for a commercially driven carrier sales professional who understands how to build reliable carrier networks, develop high-performing teams and improve profitability within a busy freight brokerage environment.

The business combines the resources of a substantial asset-based transportation operation with the flexibility of an extensive third-party carrier network, providing a strong foundation for continued growth.

My client is looking for someone who can take ownership of carrier sales performance, lead from the front and develop a team capable of consistently delivering strong service, competitive capacity and healthy gross profit.

The Position

As Carrier Sales Manager, you'll oversee the daily performance and development of the carrier sales function, ensuring the team is securing capacity efficiently while maintaining strong commercial and service standards.

This is a hands-on leadership position rather than a purely administrative management role.

You'll remain involved in carrier negotiations, capacity planning, pricing decisions and resolving more challenging freight requirements, while providing the coaching and direction needed to improve individual and team performance.

You'll work closely with customer sales, account management, pricing and operations teams to ensure carrier procurement supports the wider objectives of the brokerage business.

A key part of the position will be strengthening carrier relationships, improving procurement strategies and helping the team develop a more consistent and profitable approach to covering freight.

Your Key Responsibilities

• Lead, manage and develop a team of carrier sales representatives

• Oversee daily carrier procurement and freight coverage activities

• Establish clear performance expectations and measurable team objectives

• Coach carrier sales representatives on negotiation, relationship development and commercial decision-making

• Develop strategies to improve gross profit, margins and overall carrier sales performance

• Build and maintain relationships with reliable carrier partners across the US transportation market

• Identify opportunities to increase repeat carrier utilisation across established freight lanes

• Support complex negotiations involving high-volume, strategic or time-sensitive shipments

• Monitor carrier capacity, freight rates and changing market conditions

• Work closely with customer sales and pricing teams to support competitive transportation solutions

• Ensure freight is covered efficiently while maintaining service commitments

• Monitor individual and team performance against productivity, profitability and service KPIs

• Review carrier pricing and identify opportunities to improve procurement efficiency

• Assist with resolving service failures, capacity shortages and escalated transportation issues

• Develop relationships with strategic carriers to improve network reliability

• Support the recruitment, onboarding and ongoing training of carrier sales professionals

• Maintain accurate carrier information, pricing records and performance data within internal systems

• Ensure carrier partners meet relevant insurance, safety and compliance requirements

• Identify opportunities to improve processes, technology utilisation and operational efficiency

• Contribute to the continued development and growth of the Des Moines brokerage operation

What My Client Is Looking For

My client is interested in experienced carrier sales professionals who can demonstrate strong commercial performance alongside the ability to develop and lead people.

Ideally, you'll have:

• 5+ years of experience within carrier sales, freight brokerage or transportation operations

• Previous experience managing, supervising or mentoring carrier sales representatives

• Strong understanding of the US domestic transportation market

• Proven ability to negotiate competitive carrier rates and protect gross profit

• Experience managing carrier relationships across FTL, LTL and other domestic transportation modes

• Strong knowledge of freight pricing, capacity procurement and brokerage profitability

• Experience developing and maintaining strategic carrier relationships

• Understanding of carrier performance, service expectations and transportation compliance

• Ability to manage team performance through measurable KPIs

• Strong commercial awareness and decision-making skills

• Experience using transportation management systems and load boards

• Confidence handling complex negotiations and operational escalations

• Strong leadership, coaching and people-development skills

• Excellent communication and relationship-building ability

• Strong organisational skills and attention to detail

• Ability to operate effectively within a fast-paced brokerage environment

My client would also be interested in speaking with high-performing Senior Carrier Sales Representatives or Carrier Sales Team Leads who have demonstrated leadership potential and are ready to take the next step into management.

Building a Stronger Carrier Network

A major focus of this position will be developing a carrier network that supports both service reliability and long-term profitability.

Rather than relying entirely on transactional spot-market coverage, you'll work with the team to establish stronger relationships with dependable carriers, improve lane familiarity and create more consistent capacity solutions.

You’ll be expected to understand the commercial impact of carrier procurement decisions and help the team balance competitive pricing with reliable execution.

The aim is to build a carrier sales operation that becomes more efficient, more commercially effective and better positioned to support continued customer growth.

Leadership & Team Development

This position requires someone who enjoys developing people as much as they enjoy the commercial side of freight brokerage.

You’ll be responsible for helping carrier sales representatives improve their negotiation skills, understand market conditions and develop stronger carrier relationships.

You’ll also play an important role in creating a positive, accountable and performance-driven environment.

My client is looking for a manager who can motivate people, provide clear direction and lead by example without relying on unnecessary micromanagement.

The Advantage of an Asset-Based Platform

One of the key benefits of this opportunity is the infrastructure supporting the brokerage operation.

My client operates a substantial asset-based transportation business alongside an established third-party brokerage division.

This combination provides access to extensive transportation knowledge, operational resources and a broad network of carrier relationships.

As Carrier Sales Manager, you'll have the opportunity to utilise these resources while developing strategies that improve procurement efficiency, carrier relationships and commercial performance.

Compensation & Benefits

• $90,000 - $120,000 base salary, depending on experience and previous performance

• Full-time permanent position

• Based in Des Moines, Iowa

• Established asset-based transportation and brokerage infrastructure

• Access to carrier procurement technology and operational resources

• Opportunity to manage and develop a carrier sales team

• Long-term management and career progression opportunities

Why Consider This Opportunity?

For an experienced carrier sales professional, this opportunity offers the chance to take on greater responsibility within an established transportation business.

You’ll have the ability to influence how the carrier sales team operates, develop stronger carrier relationships and contribute directly to the commercial performance of the brokerage division.

The position offers a combination of hands-on carrier sales involvement, team leadership and longer-term operational development.

With the backing of a major asset-based transportation provider and a competitive base salary of $90,000 - $120,000, this could be an attractive next step for someone looking to further develop their management career.