Director of Carrier Sales

Job Description

About Coast to Coast Logistics

Coast to Coast Logistics is a fast-growing, family-built logistics company specializing in container drayage across all major U.S. ports and rail ramps. We handle more than 100,000 shipments annually and support some of the largest importers in the country.

We are an operations-first company built around execution, communication, and problem solving. We move quickly, operate with urgency, and build long-term relationships through consistent performance.

As we continue to grow, we’re looking for a Director of Carrier Sales to lead our carrier sales team, expand our nationwide carrier network, and ensure we have the capacity and competitive pricing to support our customers.

Position Overview

The Director of Carrier Sales will own the strategy and daily performance of our carrier sales function, including team development, carrier sourcing, rate negotiation, capacity procurement, and carrier relationship management.

This is a hands-on leadership role for someone who knows drayage, understands carrier economics, and can build a team that delivers. You’ll work closely with sales, operations, customer success, and leadership to secure reliable capacity, protect profitability, and turn new opportunities into successfully executed business.

The ideal candidate brings strong carrier relationships, proven leadership experience, and the ability to create structure and accountability in a fast-paced environment.

Responsibilities

• Lead, coach, and develop the carrier sales team, setting clear expectations for productivity, pricing, capacity, and service.
• Build and execute a nationwide carrier procurement strategy across major ports and rail markets.
• Identify gaps in our carrier network and recruit qualified carriers based on customer demand and growth opportunities.
• Negotiate competitive linehaul, fuel, and accessorial rates with a clear understanding of total shipment costs.
• Secure dependable daily and weekly capacity commitments for recurring business, new awards, and high-volume projects.
• Build relationships directly with carrier owners, dispatchers, and decision-makers.
• Partner with the sales team on RFQs, strategic bids, spot quotes, and new customer opportunities.
• Ensure quotes reflect actual carrier capabilities, equipment availability, and realistic operating requirements.
• Work closely with operations to address coverage gaps, resolve escalations, and improve carrier performance.
• Establish consistent processes for carrier sourcing, lane ownership, pricing documentation, and capacity commitments.
• Coordinate with onboarding and compliance teams to ensure carriers meet company requirements before activation.
• Track team and carrier performance, including quote turnaround, coverage, margins, capacity utilization, and service reliability.
• Hold carriers accountable for commitments while building relationships that support long-term growth.
• Keep leadership informed of market conditions, capacity constraints, pricing trends, and opportunities to strengthen our network.

Qualifications

• Proven experience leading a carrier sales, carrier procurement, or brokerage team.
• Strong container drayage experience and knowledge of U.S. port and rail markets.
• Demonstrated success building carrier networks, negotiating rates, and securing consistent capacity.
• Experience hiring, training, coaching, and holding a team accountable to measurable goals.
• Strong understanding of drayage accessorials, including chassis, pre-pulls, storage, detention, splits, and overweight charges.
• Ability to evaluate specialized carrier capabilities, including hazmat, bonded, reefer/genset, and overweight moves.
• Strong commercial judgment and an understanding of how carrier selection and pricing affect profitability.
• Excellent communication, negotiation, organization, and relationship-building skills.
• Ability to manage multiple priorities and make timely decisions under pressure.
• Experience using transportation management systems, carrier qualification platforms, and reporting tools. Familiarity with PortPro and Highway is a plus.

What We’re Looking For

• A leader who develops people and stays involved in the business.
• A relationship builder who earns carrier trust and follows through on commitments.
• Someone who understands urgency and takes ownership of results.
• A strong negotiator who balances competitive pricing with reliable execution.
• A process-minded professional who brings structure, visibility, and accountability.
• A team player who works closely with sales, operations, customer success, and leadership.
• Someone motivated to build a department and grow with the company.

Why Join Coast to Coast Logistics?

• Fast-growing company with significant opportunity to make an impact.
• Direct access to leadership and a voice in carrier strategy.
• Established nationwide drayage business with more than 100,000 annual shipments.
• Opportunity to build and develop a high-performing carrier sales team.
• Strong operations and customer success support.
• Exposure to major importers and nationally recognized brands.
• High-energy, entrepreneurial environment where your work directly influences company growth and profitability.

Compensation & Benefits

• Base salary starts at $130K plus performance-based incentives.
• Health benefits.
• Paid time off.
• Career growth opportunities.
• Supportive team environment.
• In office in Deerfield, IL 3x a week