Carrier Development Manager

Our corporate headquarters is moving to Rock Hill, SC in July 2026. To be considered, candidates must be willing to work onsite in Rock Hill, SC five days per week. Role Overview The Manager, Middle Mile Carrier Sourcing sources Full Truckload middle mile Motor Carriers to haul RLX contracted freight. The role delivers capacity that keeps the network moving by finding, connecting with, and establishing partnerships with the right Motor Carriers, then passing them off to Operations cleanly. It is a player‑coach position weighted heavily toward personal production while developing one less experienced Carrier Sourcing Representative. Core Objective To grow and protect RLX's middle mile capacity by sourcing mid to large Motor Carriers for our contracted freight and by developing the next Carrier Sourcing Representative. The objective is to work the top of the funnel with discipline, open doors inside larger trucking organizations, hand qualified Motor Carriers to Operations without friction, and help make RLX the 3PL of choice among Motor Carriers who contract with us. Who You Are You are an experienced sourcing professional who finds capacity others cannot and builds trust with Motor Carriers quickly. You understand that the relationship is a business‑to‑business partnership, not an employment one. You know how to penetrate larger trucking organizations, bypass gatekeepers, identify decision makers, and open doors for new business. You target mid to large Motor Carriers by power‑unit count for contracted, high‑volume work, not spot quotes or one‑off projects. You lead by doing and carry your own sourcing targets at a high level while coaching a less experienced Representative. You stay close to freight and logistics markets, track capacity, pricing, and market news, and bring that intelligence into your sourcing strategy. You work well across internal departments and maintain an arm's‑length posture in every interaction. Key Characteristics We Are Looking For Crafty Sourcer: You find capacity where others cannot. You bring unique solutions to hard‑to‑cover lanes rather than relying on the same predictable channels. Door Opener: You navigate larger trucking organizations with confidence, getting past gatekeepers, identifying decision makers, and establishing contact for new business. Relationship Builder: You earn trust through consistency, follow‑through, and honest communication. Motor Carriers see you as a genuine partner, not a transaction. Player‑Coach: You produce at a high level yourself while developing one less experienced Representative through daily example, clear direction, and shared targets. Market Aware: You understand what is happening in freight and logistics markets in terms of capacity, pricing, and relevant news, and you use it to source smarter. Cross‑Functional Connector: You partner naturally with Operations, Compliance, and other internal departments to move sourced Motor Carriers cleanly into active lanes. Essential Duties and Key Responsibilities Source Full Truckload middle mile Motor Carriers across Dry Van, Flatbed, Box Truck, and LTL to cover RLX contracted freight. Target mid to large Motor Carriers by power unit count, building relationships that hold up over the length of a contract rather than a single haul. Find, connect with, and establish relationships with the right stakeholders, including navigating gatekeepers and identifying decision makers inside larger trucking organizations. Focus exclusively on contracted, high‑volume freight. This role does NOT pursue spot quotes or one‑off projects. Handoff to Operations Qualify Motor Carriers against RLX contracted service standards, then hand the relationship to Operations cleanly so accounts launch without friction. Provide clear context and relationship history at handoff so Operations can manage the day‑to‑day relationship from a position of strength. Operate as a pure sourcing role. You will not book loads or manage ongoing operations after the handoff. Team Development Directly develop one less experienced Carrier Sourcing Representative through daily example, clear direction, and shared production targets. Set the standard for what strong sourcing looks like and hold your Representative to it with honest, direct communication. Grow the team over time as Middle Mile capacity needs expand across the network. Capacity Planning & Market Intelligence Build market‑specific capacity depth ahead of need so RLX has coverage ready before go‑live rather than scrambling after it. Track freight and logistics market conditions, including capacity trends, pricing movement, and relevant industry news, and apply that intelligence to sourcing strategy. Tie sourced and lost capacity to its revenue and EBITDA impact where relevant, supporting the department's financial targets. Cross‑Functional Coordination Partner with Operations, Compliance, and Capacity Sourcing leadership to keep the middle mile network healthy and scalable. Support Compliance in confirming that sourced Motor Carriers meet onboarding, insurance, and contract requirements before they enter active lanes. Provide sourcing insight and market context to support broader capacity planning and network decisions. Required Qualifications Education & Experience Five or more years of Motor Carrier sourcing experience, gained at a 3PL of any type, including a broker, a freight forwarder, or on the customer side. Extensive Dry Van sourcing experience at a minimum. Additional experience in Flatbed, Box Truck, or LTL is a strong plus. A proven track record sourcing mid to large Motor Carriers by power unit count for contracted, high‑volume freight rather than spot or project work. Demonstrated ability to navigate larger trucking organizations, get past gatekeepers, identify decision makers and stakeholders, and establish contact for new business. Strong understanding of Full Truckload modes across Dry Van, Flatbed, Box Truck, and LTL, and of the contract structures behind them. Bachelor's degree in Supply Chain, Logistics, Business Administration, or a related field, or equivalent professional experience. Skills & Abilities Crafty and resourceful, able to build unique sourcing solutions and find capacity in difficult markets. Strong command of the freight and logistics markets in terms of capacity, pricing, and market news. Excellent relationship‑building and communication skills, with the ability to earn trust from independent Motor Carrier business owners. Proven cross‑functional collaboration across Operations, Compliance, and Finance to drive aligned outcomes. Ability to develop and hold standards for a less experienced Representative while carrying personal production. Self‑directed, organized, and able to manage a pipeline of sourcing targets to completion. Valid driver's license and reliable transportation. Physical Demands and Work Environment The position is primarily office or remote based, with occasional travel to Motor Carrier locations, operating sites, and industry events. The incumbent will communicate effectively with Motor Carriers and colleagues by phone, in person, and through computer‑based messaging. The role may require occasional lifting and moving of objects, up to 50 pounds, and may involve extended work hours. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Note This job description does not state or imply that these are the only duties to be performed by the Extra Miler. The incumbent may be required to follow other job‑related instructions and perform additional duties as directed by authorized persons. This document establishes the minimum knowledge, skills, and abilities required. It does not create an employment contract beyond an at‑will relationship. Equal Opportunity Employer The company is an Equal Opportunity Employer, drug‑free workplace, and complies with ADA regulations as applicable. #J-18808-Ljbffr Riverstone Logistics