Director of LTL and Pricing Relations

Job Description

Job Title: Director of LTL and Pricing Relations

Location: Berkeley, MO

Department: Transport

Salary: $120,000 - $160,000

The Director of LTL and Pricing Relations provides strategic leadership for CJC Transport’s LTL pricing, carrier partnerships, and profitability initiatives. This role is responsible for developing pricing strategies, negotiating carrier agreements, optimizing financial performance, and leading a high-performing team that supports sustainable growth and exceptional customer service.

• Negotiate contracts with national and regional LTL carriers.
• Manage carrier scorecards (service, claims, billing accuracy)
• Build executive relationships with carrier representatives.
• Expand carrier network and capacity.
• Conduct quarterly business reviews

• Develop customer pricing models.
• Set target gross margin by customer and freight type.
• Review large bids and RFPs.
• Analyze market trends and adjust pricing strategies.

• Negotiate discounts and accessorial charges.
• Resolve high-level carrier disputes.
• Improve payment terms and service agreements.
• Maintain preferred carrier programs.

• Review large customer contracts.
• Oversee annual rate renewals.
• Support the sales team with complex pricing.
• Ensure pricing remains competitive while protecting profitability.

• Monitor Key Performance Indicators (KPIs) to identify trends and improvement opportunities.
• Analyze profitability by customer, lane, carrier, and freight type.
• Recommend pricing and operational strategies that improve gross margins.

• Ensure effective use of McLeod, rating engines, TMS platforms, and other pricing tools.
• Support system enhancements, process improvements, and technology integrations.
• Promote data accuracy and operational efficiency through technology.

• Support company profitability through pricing discipline and carrier strategy.
• Manage carrier agreements, pricing initiatives, and cost reduction efforts.
• Monitor financial performance and drive margin improvement strategies.

• 5-10 years of progressive experience in freight brokerage, LTL operations, carrier relations, or transportation pricing.
• Demonstrated success negotiating carrier contracts and managing strategic carrier partnerships.
• Strong knowledge of LTL pricing, tariffs, contracts, accessorials, and freight markets.
• Experience developing pricing strategies that improve profitability while remaining competitive.
• Advanced knowledge of McLeod Software and Transportation Management Systems.
• Strong analytical skills with the ability to interpret operational and financial data.
• Proven leadership experience with the ability to coach, mentor, and develop high-performing teams.
• Excellent communication, negotiation, and relationship-building skills.
• Strong organizational, project management, and decision-making abilities.
• Proficient with Microsoft Office, particularly Excel.
• Prefer experience with rating engines, EDI/API integrations, and transportation technology platforms.
• Prefer knowledge of FMCSA regulations and carrier compliance.
• Prefer experience managing large customer bids, RFPs, and contract negotiations.
• Prefer experience using business intelligence or reporting tools such as Power Bi or similar.

Success in this role is measured by:

• Gross margin performance
• Pricing accuracy & competitiveness
• Carrier performance & compliance
• Customer retention
• Bid & RFP success rate
• Claims & billing accuracy
• Cost reduction initiatives

• Competitive compensation with base salary $120K – $160K
• Performance-based quarterly incentives
• Comprehensive benefits package (health, dental, vision, retirement)
• Company matching 4% 401k plan
• A collaborative and dynamic work environment

• 5-10 years of progressive experience in freight brokerage, LTL operations, carrier relations, or transportation pricing.
• Demonstrated success negotiating carrier contracts and managing strategic carrier partnerships.
• Strong knowledge of LTL pricing, tariffs, contracts, accessorials, and…