Carrier Sales Manager

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

About Edge Logistics

Edge Logistics is a performance-driven freight brokerage and logistics company focused on exceptional customer experience, reliable carrier partnerships, and operational excellence. We combine disciplined processes with modern technology to deliver consistent results.

Description

Edge Logistics is a performance-driven freight brokerage and logistics company focused on exceptional customer experience, reliable carrier partnerships, and operational excellence. We combine disciplined processes with modern technology to deliver consistent results.

The Carrier Sales Manager is responsible for leading and scaling the carrier sales function, driving procurement strategy, and ensuring consistent execution across the team. This role owns carrier network development, capacity strategy, and performance outcomes through direct leadership of Carrier Sales Representatives. The position reports directly to the Sr. Director of Carrier Sales and works closely with the Colombia Carrier Sales Manager to drive alignment, consistency, and a cohesive team environment across regions.

Key Responsibilities

• Establish and scale a high-performing carrier network strategy, ensuring team execution against sourcing expectations
• Define pricing and negotiation strategy; coach and hold the team accountable to margin and cost targets
• Own capacity coverage performance by enforcing sourcing workflows, activity standards, and accountability across the team
• Lead and manage a team of Carrier Sales Representatives in the United States, including hiring, training, and performance management
• Monitor market trends (spot rates, capacity shifts, seasonality) to inform pricing and procurement strategies
• Ensure compliance with carrier onboarding requirements, including insurance, safety ratings, and contracts
• Collaborate with customer sales and operations teams to align carrier capacity with customer needs
• Resolve service issues, including delays, claims, and carrier performance concerns
• Identify and manage strategic carrier relationships while ensuring broader relationship management is driven by the team
• Drive sourcing discipline and activity standards across the team (call expectations, carrier outreach, etc.)
• Act as primary 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

Requirements

• 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

Edge is an equal opportunity employer and considers applicants for all positions without regard to race, color, creed, religion, sex, age, national origin, marital status, disability, or sexual orientation. All applicants will be considered solely based on their qualifications.