Carrier Sales Representative

Blackrock Logistics, Inc.; Costa Mesa (CA); Hybrid; USD 50,000 - 75,000; Full time

Job summary

Black Rock Logistics is seeking a driven Carrier Sales Representative to build and grow carrier capacity for its brokerage division. This role recruits and onboards carriers, negotiates competitive rates, and secures coverage for dedicated retail freight moving through a Southern California hub-and-spoke network.

You will own coverage and margin targets, source trucks via high‑volume outbound calls, and manage carrier activity in Revenova to keep capacity and bookings accurate.

Qualifications

• 1–3 years of carrier sales, freight brokerage, or transportation sales experience preferred.
• Proven ability to prospect, cold-call, and build carrier relationships in a high-volume environment.
• Strong negotiation skills and comfort owning rate conversations end to end.
• Self-motivated and target-driven, with the resilience to build a carrier network from the ground up.
• Proficiency with Microsoft Office and ability to learn TMS and carrier sourcing platforms quickly.

Responsibilities

• Source and secure carrier capacity across freight types: dedicated power-only, temperature-controlled live/live, and spot market, matching carriers to load demand as the customer base grows.
• Make high-volume outbound calls to source trucks and build relationships with carrier partners.
• Negotiate competitive rates that protect margin while securing reliable, repeatable coverage.
• Vet carriers for compliance and safety using Highway and related tools before onboarding.
• Build and maintain long-term carrier relationships that deliver repeat capacity and priority coverage.
• Own coverage and margin targets for assigned freight, tracking performance against goals.
• Enter and manage carrier and load activity in Revenova to keep capacity and booking data accurate.

Skills

Carrier sales

Cold calling

Negotiation

Relationship building

MS Office

Education

Associate degree in business/logistics/supply chain/transportation

Tools

Revenova

Highway

DAT

Truckstop

MacroPoint

Bitfreighter

Job description

Description

Position Summary:

Black Rock Logistics is seeking a driven Carrier Sales Representative to build and grow carrier capacity for its brokerage division. This role recruits and onboards carriers, negotiates competitive rates, and secures coverage for dedicated retail freight moving through a Southern California hub-and-spoke network. Success is measured by carriers acquired, loads covered, and margin generated. This is a ground-floor sales role for someone who wants to build a book of carrier relationships from scratch, not just manage existing ones.

Key Duties and Responsibilities:

• Source and secure carrier capacity across freight types: dedicated power-only, temperature-controlled live/live, and spot market, matching carriers to load demand as the customer base grows.
• Make high-volume outbound calls to source trucks and build relationships with carrier partners.
• Negotiate competitive rates that protect margin while securing reliable, repeatable coverage.
• Vet carriers for compliance and safety using Highway and related tools before onboarding.
• Build and maintain long-term carrier relationships that deliver repeat capacity and priority coverage.
• Own coverage and margin targets for assigned freight, tracking performance against goals.
• Enter and manage carrier and load activity in Revenova to keep capacity and booking data accurate.

Required Qualifications:

• 1-3 years of carrier sales, freight brokerage, or transportation sales experience preferred.
• Proven ability to prospect, cold-call, and build carrier relationships in a high-volume environment.
• Strong negotiation skills and comfort owning rate conversations end to end.
• Self-motivated and target-driven, with the resilience to build a carrier network from the ground up.
• Proficiency with Microsoft Office and ability to learn TMS and carrier sourcing platforms quickly.

Preferred Skills and Experience:

• Experience with Revenova, Highway, DAT, Truckstop, MacroPoint, or Bitfreighter.
• Existing carrier relationships/network, and a track record of hitting coverage, margin, or carrier acquisition targets.
• Associate’s degree in business, Logistics, Supply Chain, or Transportation preferred; equivalent transportation industry experience accepted.

Physical & Environmental Requirements:

Physical Demands (check all that apply):

• ?Prolonged sitting (office/administrative work)
• ? Prolonged standing (warehouse/onsite support)
• ? Walking for extended periods across facilities or yards
• ? Lifting up to lbs
• ? Bending, stooping, kneeling, or crouching
• ? Reaching above/below shoulder level
• ? Repetitive hand/wrist movements (typing, scanning, equipment use)
• ? Operating equipment (forklift, pallet jack, etc.)
• ? Driving as part of job duties (local or regional travel)
• ? Climbing stairs or ladders
• ? Other:

Work Environment (check all that apply):

• ?Office environment
• ? Outdoor work (yards, loading areas, client sites)
• ? Exposure to varying temperatures (heat/cold)
• ? Exposure to moderate/high noise levels
• ? Fast-paced, high-volume operational environment
• ? Travel required ( %)
• ? Multi-site and/or client-facing environment
• ? Other: