Carrier Sales Representative - Truckload Brokerage (FTL & Partial)

Job Description

Job Description

Position Description:

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 navigating rate negotiations or service challenges.
• Help expand the company's carrier network within strategic and difficult-to-cover markets.

Performance Expectations

Success in this position will be measured through a combination of load coverage, profitability, carrier development, service performance, and productivity. Key areas of focus include:

• Number of loads booked
• Gross margin and margin percentage
• Average carrier cost
• Load coverage percentage
• Same-day and advance load coverage
• Carrier utilization
• Development of new carrier relationships
• Repeat carrier usage
• On-time carrier performance
• Carrier cancellations and service failures
• Responsiveness to operational priorities
• Accurate shipment and carrier documentation
• Overall productivity and contribution to Truckload profitability

Qualifications

• 1+ years of experience in Truckload Brokerage, Carrier Sales, Transportation, Logistics, Dispatch, or a related field preferred.
• Previous freight brokerage experience strongly preferred.
• Understanding of FTL & Partial transportation, carrier capacity, equipment types, and freight markets preferred.
• Strong negotiation and relationship-building skills.
• Competitive and results-oriented mindset.
• Ability to communicate effectively with carriers, dispatchers, Account Managers, and leadership.
• Ability to work effectively in a fast-paced, high-volume environment.
• Strong organizational and time-management skills.
• Ability to manage multiple loads and priorities simultaneously.
• Strong problem-solving skills and ability to react quickly to changing transportation conditions.
• Ability to negotiate effectively while maintaining productive long-term carrier relationships.
• Strong attention to detail and commitment to accurate documentation.
• Comfortable making outbound calls and developing new business relationships with carriers.
• Experience with transportation management systems and load boards such as DAT preferred.
• Proficiency with Microsoft Outlook, Excel, Word, and other Windows-based applications.
• High School Diploma or GED required; Associate's or Bachelor's Degree preferred.

What We Offer

We take care of our people the way they take care of our customers. Our benefits and rewards are designed to support your health, family, and future.

• Comprehensive benefits—medical, dental, vision, and life insurance; details on coverage and shared costs are reviewed during the interview process. Benefits are offered as a shared-cost program to balance affordability with sustainable, high-quality coverage.
• 401(k) with company match to help you plan for long-term financial security
• Paid vacation and holidays—including your birthday!
• Supplemental insurance options such as disability, voluntary life, and legal coverage
• Employee recognition and referral incentives that reward performance and teamwork
• Career growth and training opportunities for those who want to learn and advance
• Proudly 100% Veteran-owned, built on respect, reliability, and shared success

Equal Employment Opportunity Statement

We are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, ancestry, age, physical or mental disability, genetic information, marital status, military or veteran status, or any other characteristic protected by applicable federal, state, or local law. We are committed to creating an inclusive workplace that respects and celebrates the diverse backgrounds, perspectives, and talents of all employees.

Compensation details: 45000-50000 Yearly Salary

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