Carrier Sales Representative

BTI Solutions, Inc.; Plano (TX); On-site; USD 30,000 - 44,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) plan

Paid sick leave

Life/AD&D insurance

Long-term disability (LTD)

Voluntary life/AD&D

Job summary

BTI Solutions, Inc. is seeking a Carrier Sales Specialist based in Plano, TX to grow revenue within assigned accounts by delivering efficient transportation solutions and competitive pricing.

You will negotiate rates, source capacity, and manage shipments from tender to delivery while maintaining data integrity in the TMS and coordinating with internal teams to meet service goals.

Qualifications

• Education: Bachelor’s degree preferred; candidates with carrier sales experience considered.
• Experience: full-cycle account management or transportation operations.
• Sales: proven ability in business development and closing pricing.

Responsibilities

• Drive organic revenue growth within key accounts with efficient transport solutions and competitive pricing.
• Negotiate quotes, rates, and pricing using spot markets and lane trends.
• Source and onboard motor carriers to match capacity with customer freight daily.
• Execute shipments from tender to delivery and track progress with real-time tools.
• Maintain accurate data in the TMS and ensure smooth workflows for invoicing.
• Collaborate with operations, management, and accounting to meet client needs.

Skills

Carrier Sales Experience

Account Management

Cold Calling

Negotiation

Education

Bachelor's degree preferred

Tools

Aljex TMS

MacroPoint

MyCarrierPortal

Job description

Key Responsibilities

• Account Optimization & Revenue Growth: Drive organic revenue growth within assigned key accounts by providing efficient transportation solutions and competitive pricing. Actively work to capture greater market share across existing customer networks and lanes.
• Rate negotiation: Research spot markets, lane trends, and equipment availability to negotiate competitive quotes, rates, and pricing solutions for prospects and customers.
• Carrier Sourcing & Capacity Procurement: Source, qualify, and build strong relationships with motor carriers (asset-based, owner-operators, and fleets) to match available capacity with customer freight daily.
• Shipment Execution & Tracking: Execute shipments from tender to delivery, dispatching carriers, confirming appointments, and utilizing real-time visibility tools (e.g., MacroPoint, MyCarrierPortal) to track progress and proactively resolve service issues.
• System Accuracy & Order Processing: Process customer order entries, update load details, and maintain accurate data within the TMS (e.g., Aljex) to ensure smooth workflows for operational execution and accounting/invoicing.
• Cross-Functional Collaboration: Collaborate closely with internal operations, senior management, and accounting to ensure customer needs are fully supported, service failures are escalated, and operational goals are met

Required Qualifications

• Education & Experience: Bachelor’s degree preferred; only candidates with Carrier Sales Experience will be considered, full-cycle account management, or transportation operations experience.
• Technical Skills: Intermediate to advanced computer knowledge, including proficiency with standard desktop applications (spreadsheets, DAT, Highway and Saferweb) and comfort learning new logistics systems.
• Industry Tools: Hands-on experience with TMS platforms (e.g., Aljex), real-time tracking solutions (e.g., MacroPoint), and carrier onboarding tools (e.g., MyCarrierPortal).
• Sales & Negotiation: Proven track record in business development, cold calling, relationship building, and closing spot/contract pricing.
• Operational Skills: Exceptional organization, detail orientation, and ability to prioritize in a high-volume, fast-paced environment.

Preferred Skills

• Active portfolio or background in developing new shipper accounts.
• Deep understanding of U.S. over-the-road transportation, market trends, regional lane capacity, and equipment types.
• Consistent history of achieving sales KPIs, margin targets, and high customer retention

Pay Range: $22.00 to $32.00 per hour

Benefits: Medical, dental, and vision insurance; 401(k) retirement plan; paid sick leave; life, accidental death & dismemberment (AD&D), and long-term disability (LTD) insurance; and optional voluntary life/AD&D coverage. Benefits are subject to eligibility and applicable plan terms.