Carrier Sales Representative

Position Summary:The Carrier Sales Representative is responsible for sourcing, onboarding, and managing relationships with refrigerated carriers (owner-operators, small fleets, and mid-size trucking companies) to maintain robust, reliable capacity across its lane network. This is a high-activity, high-reward role that blends prospecting, negotiation, and relationship management. You will work closely with our operations and brokerage teams to cover freight, build carrier loyalty, and grow our preferred carrier program.
Key Responsibilities:
Carrier Prospecting & OnboardingSource qualified refrigerated carriers through outbound cold calls, load boards (DAT, Truckstop.com), industry directories, and referralsConduct carrier qualification calls to evaluate capacity, equipment quality, safety ratings, and lane preferencesGuide carriers through the onboarding process, including documentation, insurance verification, and system setup in our TMSMaintain a consistent pipeline of new carrier prospects to support company growth targetsCapacity Management & CoverageBook and cover refrigerated loads with vetted carriers at competitive rates while protecting the company's marginProactively build capacity in key lanes and identify coverage gaps in collaboration with the operations teamNegotiate spot and contract rates with carriers to optimize profitability and service consistencyMonitor market conditions (fuel prices, seasonal demand, capacity tightness) to adjust procurement strategiesCarrier Relationship ManagementDevelop long-term, trust-based relationships with owner-operators and fleet managersServe as the primary point of contact for carriers, addressing payment inquiries, load issues, and feedbackGrow a portfolio of preferred carriers who consistently move freight within the Amistad Freight networkRepresent Amistad Freight at industry events, truck stops, and trade shows as neededPerformance & ReportingMeet or exceed weekly and monthly KPIs, including carrier calls made, onboardings completed, and loads coveredMaintain accurate records of carrier interactions, rates, and agreements in the company CRM/TMSProvide weekly capacity reports and market intelligence to the Director of Carrier DevelopmentCollaborate with the shipper sales team to align capacity with customer freight commitments
Required Qualifications2+ years of experience in freight brokerage, carrier sales, or transportation logistics (reefer/temperature-controlled experience strongly preferred)Proven track record of carrier sourcing, negotiation, and relationship building in a high-volume environmentProficiency with load boards (DAT, Truckstop.com) and transportation management systems (TMS)Strong phone presence and comfort with high-volume outbound callingExceptional negotiation skills with the ability to close quickly under time-sensitive conditionsSelf-motivated and disciplined with the ability to manage a full workload independently in a remote settingReliable high-speed internet connection and a dedicated home office workspace
Preferred QualificationsExperience specifically in long-haul refrigerated or temperature-controlled transportationExisting book of owner-operator or small fleet carrier contacts in the reefer spaceFamiliarity with FMCSA regulations, carrier safety ratings (SMS/CSA scores), and insurance requirementsExperience with tools such as McLeod, Turvo, or similar freight brokerage platformsBachelor's degree in Business, Logistics, Supply Chain, or a related field (or equivalent work experience)