Outside Carrier Sales Representative

KCH Transportation; Chattanooga (TN); On-site; USD 60,000 - 90,000; Full time

Job summary

KCH Transportation in Chattanooga, TN seeks an Outside Carrier Sales Representative to expand and strengthen our carrier network. This role focuses on identifying, prospecting, qualifying, and onboarding new transportation carriers to grow our brokerage network.

The ideal candidate is a motivated relationship builder comfortable with high-volume outbound calls and communicating the value of partnering with KCH.

Qualifications

• 3+ years of experience in transportation, logistics, freight brokerage, carrier sales, or related field.
• Established understanding of trucking and freight transportation industry.
• Proven experience developing business relationships through outbound prospecting and networking.
• Strong understanding of carrier operations, equipment types, geography, and transportation markets.
• Demonstrated ability to identify and qualify potential business partners.
• Highly organized with the ability to manage a large pipeline of prospective carriers.
• Experience working with CRM, TMS, carrier management, or transportation technology platforms.

Responsibilities

• Develop and execute strategies to identify and attract qualified carriers to the network.
• Prospect and onboard new carriers across channels and platforms.
• Build and maintain relationships with carrier owners, managers, dispatchers, and other decision-makers.
• Coordinate with internal teams to ensure carrier documentation, compliance, and setup are completed accurately.
• Maintain a strong, organized pipeline and monitor onboarding progress and network growth.
• Travel periodically for carrier visits and industry events.

Skills

Prospecting

Relationship building

Negotiation

Pipeline management

Outbound calls

Communication

Tools

CRM systems

TMS

Carrier management platforms

Job description

KCH Transportation is a premier third-party logistics (3PL) and freight brokerage headquartered in Chattanooga, TN. As a Top 100 U.S. freight brokerage, we partner with customers of all sizes, from growing businesses to enterprise organizations, to deliver efficient, reliable, and scalable supply chain solutions.

Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact.

Position Summary

The Outside Carrier Sales Representative role is to expand and strengthen our carrier network. This role is focused exclusively on identifying, prospecting, qualifying, and onboarding new transportation carriers to support the growth of our brokerage network. The ideal candidate is a highly motivated relationship builder who is comfortable making a high volume of outbound calls, developing relationships with trucking companies and owner-operators, and effectively communicating the value of partnering with KCH. This position is not responsible for booking freight or managing loads. Instead, the primary objective is to continuously grow the number and quality of qualified carriers available within our network.

• Develop and execute strategies to identify and attract qualified carriers to the KCH network
• Proactively source new carrier relationships through industry contacts, outbound prospecting, referrals, transportation platforms, and other channels
• Build and maintain relationships with carrier owners, managers, dispatchers, and other key decision-makers
• Leverage existing industry knowledge and relationships to identify carriers that align with KCH's network needs
• Conduct meaningful conversations with prospective carriers to understand their capabilities, equipment, lanes, geographic coverage, and business needs
• Own the carrier onboarding process from initial contact through activation
• Coordinate with internal teams to ensure carrier documentation, compliance requirements, and setup processes are completed accurately and efficiently
• Identify and address obstacles that prevent prospective carriers from completing the onboarding process
• Maintain a strong and organized pipeline of prospective carriers
• Monitor carrier acquisition activity, conversion rates, onboarding progress, and overall network growth
• Maintain accurate carrier information and activity within company systems
• Partner with Carrier Operations and other internal teams to identify network gaps and prioritize carrier acquisition efforts
• Develop targeted carrier strategies based on equipment type, geography, capacity, and network demand
• Stay informed on transportation market conditions, capacity trends, and competitive carrier dynamics
• Help establish repeatable best practices for carrier sourcing, engagement, and onboarding
• Willingness to travel periodically for carrier visits, industry events, and relationship-building opportunities
• Prospecting & Business Development
• Transportation Industry Knowledge
• Negotiation & Influence
• Pipeline & Process Management

Education/Experience

• 3+ years of experience in transportation, logistics, freight brokerage, carrier sales, carrier management, business development, or a related field
• Established understanding of the trucking and freight transportation industry
• Proven experience developing business relationships through outbound prospecting and networking
• Strong understanding of carrier operations, equipment types, geography, and transportation markets
• Demonstrated ability to identify and qualify potential business partners
• Highly organized with the ability to manage a large pipeline of prospective carriers
• Experience working with CRM, TMS, carrier management, or transportation technology platforms