Carrier Sales Representative – Truckload Brokerage; FTL & Partial

For over 40 years, The Custom Companies, Inc. has provided full-service transportation and logistics solutions throughout North America. Our capabilities include Less Than Truckload (LTL), Full and Partial Truckload, Expedited Services, Specialized Transportation, and Warehousing.

We are seeking a motivated and results-driven Carrier Sales Representative to join our growing Truckload Brokerage division.

The Carrier Sales Representative is responsible for securing reliable truck capacity for FTL & Partial shipments, developing and maintaining strong carrier relationships, negotiating competitive transportation rates, and ensuring assigned freight is covered in accordance with customer and operational requirements.

This position works closely with Account Management and Truckload leadership to understand daily freight priorities, identify capacity solutions, protect service, and maximize profitability.

The ideal candidate is competitive, relationship-driven, organized, and comfortable working in a fast-paced transportation environment where urgency, communication, negotiation, and problem solving are essential. This is a base plus commission role.

Duties & Responsibilities

• Source and secure qualified carrier capacity for assigned FTL & Partial shipments.
• Negotiate carrier rates while balancing service requirements, market conditions, and profitability.
• Develop and maintain strong relationships with motor carriers, owner-operators, dispatchers, and transportation partners.
• Work closely with Account Managers to understand daily load priorities, customer requirements, pickup schedules, and service expectations.
• Maintain consistent awareness of all uncovered and upcoming freight requiring capacity.
• Prioritize load coverage based on pickup requirements, customer needs, appointment times, market difficulty, and operational urgency.
• Post freight to approved load boards and actively source capacity through existing carrier relationships and outbound communication.
• Build a dependable carrier network within key markets, lanes, and customer-specific regions.
• Match carrier capabilities with freight requirements, including equipment type, pickup and delivery schedules, commodity requirements, and special instructions.
• Verify carrier qualifications and ensure carriers meet company compliance and safety requirements prior to booking.
• Communicate load details, rates, appointments, and shipment expectations clearly to carriers.
• Obtain and maintain required carrier documentation including rate confirmations and other shipment-related paperwork.
• Confirm carrier acceptance and ensure all necessary shipment information is communicated before dispatch.
• Monitor carrier performance and communicate potential service issues to Account Management immediately.
• Assist in resolving carrier-related issues including missed pickups, late trucks, cancellations, equipment problems, and capacity disruptions.
• Maintain accurate carrier and load information within the Transportation Management System.
• Document carrier communication, negotiated rates, and relevant shipment information accurately and consistently.
• Identify opportunities to reduce purchased transportation costs and improve gross margin.
• Develop repeat carrier relationships on consistent lanes to improve service reliability and pricing.
• Monitor truckload market conditions, capacity trends, and lane-specific pricing.
• Provide feedback to Account Management and leadership regarding difficult markets, changing carrier rates, and capacity challenges.
• Assist with spot-market pricing and carrier cost estimates when requested.
• Support high-volume freight periods and additional truckload coverage needs as required.
• Maintain a sense of urgency and accountability throughout the entire load coverage process.

Carrier Development Responsibilities
?

• Proactively identify and develop new carrier relationships.
• Maintain regular communication with preferred and high-performing carriers.
• Build a network of carriers capable of supporting recurring customer lanes.
• Identify opportunities to convert transactional carriers into repeat transportation partners.
• Develop carrier relationships based on service performance, communication, pricing, and reliability.
• Maintain awareness of carrier preferences including equipment type, operating regions, preferred lanes, and FTL & Partial capacity.
• Work to increase carrier utilization and repeat bookings within the Truckload division.
• Maintain professional and productive relationships even when…