Carrier Sales Manager

My client is a major asset-based transportation and logistics provider with a well-established freight brokerage division, looking to appoint an experienced Carrier Sales Manager to its Des Moines, Iowa operation. This is an opportunity for a commercially driven carrier sales professional who understands how to build reliable carrier networks, develop high-performing teams and improve profitability within a busy freight brokerage environment.

The business combines the resources of a substantial asset-based transportation operation with the flexibility of an extensive third-party carrier network, providing a strong foundation for continued growth.

My client is looking for someone who can take ownership of carrier sales performance, lead from the front and develop a team capable of consistently delivering strong service, competitive capacity and healthy gross profit.

As Carrier Sales Manager, you'll oversee the daily performance and development of the carrier sales function, ensuring the team is securing capacity efficiently while maintaining strong commercial and service standards.

This is a hands-on leadership position rather than a purely administrative management role.

You'll remain involved in carrier negotiations, capacity planning, pricing decisions and resolving more challenging freight requirements, while providing the coaching and direction needed to improve individual and team performance.

You'll work closely with customer sales, account management, pricing and operations teams to ensure carrier procurement supports the wider objectives of the brokerage business.

A key part of the position will be strengthening carrier relationships, improving procurement strategies and helping the team develop a more consistent and profitable approach to covering freight.

• Lead, manage and develop a team of carrier sales representatives

• Oversee daily carrier procurement and freight coverage activities

• Establish clear performance expectations and measurable team objectives

• Coach carrier sales representatives on negotiation, relationship development and commercial decision-making

• Develop strategies to improve gross profit, margins and overall carrier sales performance

• Build and maintain relationships with reliable carrier partners across the US transportation market

• Identify opportunities to increase repeat carrier utilisation across established freight lanes

• Support complex negotiations involving high-volume, strategic or time-sensitive shipments

• Monitor carrier capacity, freight rates and changing market conditions

• Work closely with customer sales and pricing teams to support competitive transportation solutions

• Ensure freight is covered efficiently while maintaining service commitments

• Monitor individual and team performance against productivity, profitability and service KPIs

• Review carrier pricing and identify opportunities to improve procurement efficiency

• Assist with resolving service failures, capacity shortages and escalated transportation issues

• Develop relationships with strategic carriers to improve network reliability

• Support the recruitment, onboarding and ongoing training of carrier sales professionals

• Maintain accurate carrier information, pricing records and performance data within internal systems

• Ensure carrier partners meet relevant insurance, safety and compliance requirements

• Identify opportunities to improve processes, technology utilisation and operational efficiency

• Contribute to the continued development and growth of the Des Moines brokerage operation

My client is interested in experienced carrier sales professionals who can demonstrate strong commercial performance alongside the ability to develop and lead people.

Ideally, you'll have:

• 5+ years of experience within carrier sales, freight brokerage or transportation operations

• Previous experience managing, supervising or mentoring carrier sales representatives

• Strong understanding of the US domestic transportation market

• Proven ability to negotiate competitive carrier rates and protect gross profit

• Experience managing carrier relationships across FTL, LTL and other domestic transportation modes

• Strong knowledge of freight pricing, capacity procurement and brokerage profitability

• Experience developing and maintaining strategic carrier relationships

• Understanding of carrier performance, service expectations and transportation compliance

• Ability to manage team performance through measurable KPIs

• Strong commercial awareness…