Carrier Sales Specialist: Build Networks, Secure Capacity

Pace Logistics; Charlotte (NC); On-site; USD 50,000 - 65,000; Full time

Job summary

Pace Logistics is seeking a driven Carrier Sales Representative to join our Charlotte team. The role focuses on building relationships with carrier partners, negotiating competitive rates, and securing capacity to move customer freight safely and on time.

You will work closely with sales and operations to develop capacity solutions, monitor shipments, and protect margins in a fast-paced third-party logistics environment.

Qualifications

• High school diploma or equivalent; bachelor’s degree preferred.
• Experience in transportation, logistics, freight brokerage, sales, or customer service is preferred but not required.
• Strong communication and relationship-building skills.
• Comfortable making a high volume of outbound calls and developing relationships over the phone.
• Strong negotiation and problem-solving abilities.
• Competitive, motivated, and results-oriented mindset.

Responsibilities

• Source, develop, and maintain relationships with new and existing motor carriers.
• Secure reliable carrier capacity for customer shipments across multiple lanes and markets.
• Make outbound calls to carriers to develop new relationships and expand Pace Logistics’ carrier network.
• Negotiate carrier rates while balancing service requirements, market conditions, and company margin goals.
• Match available carriers with loads based on equipment type, location, timing, pricing, and service requirements.
• Communicate load details, expectations, pickup and delivery requirements, and any special instructions to carriers.
• Monitor assigned shipments from pickup through delivery and proactively address potential service issues.
• Maintain consistent communication with carriers regarding shipment status, delays, scheduling changes, and other updates.
• Work closely with customer sales and operations teams to provide capacity solutions and support customer needs.
• Develop an understanding of freight markets, lane pricing, seasonal trends, and capacity conditions.
• Build a dependable carrier network by identifying high-performing carrier partners and developing repeat business.
• Ensure carriers meet company safety, compliance, insurance, and qualification requirements before booking freight.
• Accurately document carrier information, rates, load updates, and communications within the company’s transportation management system (TMS).
• Assist with resolving carrier-related issues, including late pickups, missed appointments, service failures, and rate discrepancies.
• Meet or exceed established activity, margin, load coverage, and carrier development goals.

Skills

Communication

Relationship-building

Negotiation

Outbound calling

Organization

Education

High school diploma

Bachelor’s degree preferred

Tools

CRM

TMS

Microsoft Office

Job description

Pace Logistics is seeking a driven Carrier Sales Representative to join our Charlotte team. The role focuses on building relationships with carrier partners, negotiating competitive rates, and securing capacity to move customer freight safely and on time.

You will work closely with sales and operations to develop capacity solutions, monitor shipments, and protect margins in a fast-paced third-party logistics environment.