Carrier Sales Representative

Pace Logistics is seeking a driven, relationship-focused Carrier Sales Representative to join our growing team. This role is responsible for building and maintaining a reliable network of carrier partners, negotiating competitive rates, and securing capacity to ensure customer freight is moved safely, efficiently, and on time.

The ideal candidate is competitive, confident on the phone, comfortable negotiating, and able to thrive in the fast-paced environment of third-party logistics. This position plays a critical role in strengthening our carrier network while protecting margins and delivering the level of service our customers expect.

• 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.

• High school diploma or equivalent required; bachelor’s degree preferred.
• Previous 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.
• Ability to make decisions quickly and remain organized in a fast-paced environment.
• Strong attention to detail and follow-through.
• Ability to manage multiple shipments, conversations, and priorities simultaneously.
• Comfortable working with transportation management systems, CRM platforms, Microsoft Office, and other business technology.
• Willingness to learn freight markets, carrier operations, and transportation industry terminology.

A successful Carrier Sales Representative consistently builds relationships with dependable carriers, secures competitive capacity, protects company margins, and communicates proactively throughout the life of a shipment. Success in this role also means developing a strong understanding of the freight market and becoming a trusted resource for both carrier partners and internal teams.

Performance may be measured through areas such as:

• Loads covered and carrier capacity secured
• Carrier margin and rate performance
• Outbound…