Carrier Sales Representative - Intermodal

Forward Air Corporation; Chicago (IL); On-site; USD 55,000 - 65,000; Full time

Job summary

Forward Air Corporation is seeking a Carrier Sales Representative - Intermodal in Chicago, IL to develop and manage carrier relationships, secure multimodal capacity, and support revenue growth across our network. You will source capacity, negotiate rates, and ensure on-time service execution within a fast-paced logistics environment.

You will build strong carrier partnerships, utilize market data, coordinate load coverage, and collaborate with Customer Account Managers and Operations to deliver

Qualifications

• High school diploma or GED required; college degree preferred.
• Experience in freight brokerage or 3PL preferred.
• Strong negotiation and relationship-building skills to influence outcomes.
• Excellent verbal and written communication for high-volume outreach.
• Able to multitask in a fast-paced, deadline-driven environment.
• Analytical with ability to use market/operational data.
• Self-motivated, results-oriented, coachable.
• On-site work required; travel for meetings/events.

Responsibilities

• Develop and manage a network of qualified carrier partners.
• Negotiate spot and contractual transportation rates.
• Coordinate load coverage and dispatch.
• Maintain carrier records and shipment documentation.
• Collaborate with Customer Account Managers and Operations.
• Ensure compliance with policies and regulations.
• Support revenue growth and margin goals.

Skills

Negotiation

Communication

Multitasking

Analytical skills

Customer service

Relationship-building

Self-motivation

Team collaboration

Problem-solving

Education

High School Diploma or GED

Undergraduate degree (preferred)

Tools

Microsoft Office

Web conferencing (Teams/Zoom)

Job description

Job Description

Compensation: $55,000 - 65,000 Annually + Commission

Schedule: Mon - Fri 8am - 5pm

Carrier Sales Representative - Intermodal

The Carrier Sales Representative - Intermodal is responsible for developing and managing relationships with carriers to secure multimodal transportation capacity and support the successful movement of freight across the company's 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.