Carrier Sales

Carrier Sales Representative : Truckload Brokerage (FTL & Partial)

Position Overview

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.

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

• Competitive Base Salary
• Comprehensive Benefits Package: Including health, vision, and dental coverage to keep you and your family covered.
• 401(k) with Immediate Vesting & Company Match – Start building your future from day one.
• Generous Time Off: Enjoy PTO, holidays, and an extra day off for your birthday – because your special day matters.

Diversity & Inclusion

At The Custom Companies, Inc., diversity, equity, and inclusion are at the core of who we are. As a 100% Veteran-owned and Equal Opportunity Employer, we are proud to foster an environment where everyone feels valued, respected, and empowered to succeed. We believe that diverse backgrounds and perspectives drive innovation and excellence, and we welcome talented individuals from all walks of life to join our team.