Location: Charlotte, NC (local presence required; remote-heavy flexibility)
Travel: Occasional (up to ~30%)
Reports To: Senior Operations / Brokerage Leadership
Direct Reports: 10–12 Carrier Sales Representatives
An established and growing logistics organization is seeking a Carrier Sales Manager to lead and elevate its carrier sales function. This is a high-impact leadership role focused on building structure, improving performance, and creating a unified operating approach across a distributed team.
This position is ideal for a player/coach leader who thrives in fast-paced environments and is comfortable balancing strategic leadership with hands-on execution.
This opportunity is driven by the need for a stronger alignment between leadership and the carrier sales function. The organization is seeking a leader who can take ownership, implement structure, and drive performance improvements across the team.
The Carrier Sales team is geographically distributed across multiple regions, including:
Southeast (HQ – Charlotte)
West Coast
Midwest
Northeast
International team support
This role requires the ability to effectively lead across multiple time zones, cultures, and operating styles.
Lead, develop, and motivate a team of 10–12 Carrier Sales Representatives
Establish consistent communication cadence, accountability, and performance expectations
Conduct regular 1:1s, coaching sessions, and performance reviews
Identify skill gaps and implement training to standardize best practices
Step into live negotiations and carrier calls as needed
Model best practices in pricing, negotiation, and capacity development
Support challenging lanes, urgent load coverage, and service recovery efforts
Act as a hands-on leader during high-demand situations
Develop and implement SOPs to ensure consistency across all locations
Track, analyze, and report on team and individual KPIs
Ensure compliance with internal processes and industry standards
Provide regular performance updates and operational insights to leadership
Manage team coverage and scheduling across time zones
Partner with internal teams to support daily operations and execution
Collaborate with HR on hiring, onboarding, and performance management
Contribute to broader operational strategy and continuous improvement initiatives
Experience across multiple modes is preferred, including:
Dry Van
Reefer
Flatbed / Open Deck
Conestoga / Hotshot
Hazmat
White Glove
Drayage (nice-to-have)
3+ years of experience in a 3PL or freight brokerage environment
Prior leadership experience managing carrier sales or similar teams
Strong understanding of carrier pricing, capacity strategy, and negotiation
Proven ability to coach and improve team performance
Experience leading distributed teams across multiple geographies
Excellent communication and organizational skills
Ability to thrive in a fast-paced, performance-driven environment
Proficiency in MS Office, Teams, and TMS platforms
Experience with TMS platforms and carrier sales tools
Bilingual (English/Spanish) is a plus
Multi-modal experience across diverse freight types
Base Salary: $75,000 – $90,000 (flexible based on experience)
Bonus: Quarterly performance-based bonus (typically 10%–20%)
Additional: Bilingual premium where applicable
High-energy, structured, and results-driven leader
Strong coaching mindset with hands-on execution ability
Ability to unify diverse teams into a single operating structure
Brings discipline to SOPs, KPIs, and accountability
Comfortable operating in a fast-paced and evolving environment
Capable of driving measurable improvements quickly