Carrier Sales Representative

Forward Air Corporation; Des Plaines (IL); On-site; USD 60,000 - 72,000; Full time

Job summary

Forward Air Corporation is seeking a Carrier Sales Representative in Des Plaines, IL. The role focuses on developing and managing a network of motor carriers to secure transportation capacity and support freight movements across the brokerage network.

You will negotiate competitive rates, monitor execution, and collaborate with Account Managers and Operations to ensure exceptional service and profitability.

Qualifications

• High School Diploma or GED required; undergraduate degree preferred.
• Experience in freight brokerage or 3PL, transportation sales, or related industries.
• Strong negotiation and relationship-building skills with excellent communication.

Responsibilities

• Develop, maintain, and grow a network of carrier partners to support customer freight needs across multiple modes.
• Build strong carrier relationships by understanding capacity, equipment availability, lanes, and business objectives.
• Prospect, cold call, and onboard new carrier partners to expand capacity.
• Negotiate competitive spot and contractual transportation rates while supporting profitability goals.
• Utilize market intelligence and capacity data to price and source decisions.
• Coordinate load coverage and dispatch to ensure on-time delivery.
• Monitor load status and address service issues and delays.
• Maintain carrier records and shipment documentation in the TMS.
• Collaborate with Customer Account Managers, Tracking Specialists, and Operations.
• Ensure compliance with policies and regulations; meet productivity and revenue goals.

Skills

Negotiation

Communication

Multitasking

Analytical skills

Team collaboration

Education

High School Diploma or GED

Undergraduate degree preferred

Tools

Microsoft Office 365

Job description

Compensation: $60,000 - 72,000 Annually + Commission

The Carrier Sales Representative is responsible for developing and managing relationships with motor carriers to secure transportation capacity and support the successful movement of freight across the company’s brokerage network. They serve as a key contributor to revenue growth by sourcing carrier capacity, negotiating competitive rates, and ensuring on-time service execution. This role offers immediate ownership, high earnings potential, and clear pathways for long-term career advancement within an industry-leading logistics provider.

Responsibilities

• Develop, maintain, and grow a network of qualified carrier partners to support customer freight needs across multiple transportation modes.
• Build strong carrier relationships by understanding carrier capacity, equipment availability, preferred lanes, and business objectives.
• Prospect, cold call, and onboard new carrier partners to expand available transportation capacity.
• Negotiate competitive spot and contractual transportation rates while supporting profitability goals.
• Utilize market intelligence, freight trends, and capacity data to make informed pricing and sourcing decisions.
• Secure carrier capacity through high-volume outbound communication and relationship management activities.
• Coordinate load coverage, dispatch carriers, and ensure successful execution from pickup through final delivery.
• Monitor load status and proactively address service issues, delays, or operational challenges.
• Maintain accurate carrier records, pricing information, and shipment documentation within transportation management systems.
• Collaborate closely with Customer Account Managers, Tracking Specialists, and Operations teams to deliver exceptional customer service.
• Ensure compliance with company policies, transportation regulations, and carrier qualification requirements.
• Contribute to team performance goals by meeting or exceeding productivity, revenue, and margin expectations.
• Continuously develop industry knowledge and stay informed of changing transportation market conditions.
• Support process improvement initiatives designed to enhance operational efficiency and carrier engagement.
• All other duties as assigned to meet evolving business needs.

Qualifications

• Education: High School Diploma or GED Equivalent required; Undergraduate degree in a related field from an accredited college or university preferred.
• Experience: Prior experience in freight brokerage, third-party logistics (3PL), transportation, sales, customer service, or a related industry preferred.
• Strong negotiation, persuasion, and relationship-building skills with the ability to influence outcomes in a dynamic market environment.
• Excellent verbal and written communication skills with confidence conducting high-volume phone outreach.
• Demonstrated ability to multitask, prioritize competing demands, and perform effectively in a fast-paced, deadline-driven environment.
• Strong analytical and problem-solving skills with the ability to make sound business decisions using market and operational data.
• Self-motivated, results-oriented, and highly coachable with a strong desire to meet and exceed performance goals.
• Ability to work collaboratively across departments while maintaining a customer-focused mindset.
• Demonstrated discretion and confidentiality in handling and protecting sensitive information.
• Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.)
• Environment: Comfort commuting to/from and working in a 100% on-site setting (listed in this posting), with travel for related meetings/events.

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