Carrier Development Manager

Job Description

Job Description

About Riverstone Logistics

Riverstone Logistics (RLX) is a big and bulky supply chain powerhouse delivering seamless final mile, middle mile, warehousing, fulfillment, and storage solutions through a nationally integrated platform.

Founded in 2017 by five partners who believed logistics could be built around something bigger than moving freight, we began with furniture delivery and grew into a nationwide provider serving complex supply chains across the United States.

We are a purpose-driven company. We exist to use our God-given talents and opportunities to love our neighbors, serve our communities, and improve our industry. That purpose shapes how we lead our teams, how we partner with our customers, and how we take ownership of every delivery.

Our people, who we call Extra Milers, bring genuine integrity and care to every mile. If you lead well, communicate with clarity, and want your work to mean something, we want to meet you. If you’re looking for a place where people genuinely matter, you’ve found it.

**Our corporate headquarters is moving to Rock Hill, SC in July 2026**

Role Overview

Mission: The Manager, Middle Mile Carrier Sourcing sources Full Truckload middle mile Motor Carriers to haul RLX contracted freight, then hands those relationships to Operations to manage. You build the capacity that keeps our network moving by finding, connecting with, and establishing partnerships with the right Motor Carriers, then passing them off cleanly. This is a player-coach role, weighted heavily toward personal production, that also develops 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. You do this by working the top of the funnel with discipline, opening doors inside larger trucking organizations, handing qualified Motor Carriers to Operations without friction, and helping make RLX the 3PL of Choice among the 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. Motor Carriers are independent business owners with other options, and you understand that the relationship is a business-to-business partnership, not an employment one.
You know how to get into a larger trucking organization. You get past gatekeepers, identify the real decision makers and stakeholders, and open the door to new business. You are comfortable targeting 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. You carry your own sourcing targets at a high level and, at the same time, show one less experienced Representative how to do the same. You set the standard through your own production and hold your Representative to it with honest, direct communication.
You stay close to the freight and logistics markets. You track capacity, pricing, and market news, and you bring that intelligence into your sourcing strategy. You work well across internal departments and you protect the 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 the 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

Motor Carrier Sourcing

• 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 physical demands described here are representative of those that must be met by an Extra Miler to successfully perform the essential functions of this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this role, the Extra Miler is regularly required to communicate effectively with Motor Carriers and colleagues in person, by phone, and through computer-based messaging. This position is primarily office or remote based, with occasional travel to Motor Carrier locations, operating sites, and industry events. The Extra Miler is occasionally required to maneuver about work areas and move objects, and there may be an occasional need to lift up to 50 pounds. This position may require extended work hours and travel.

Note

This job description in no way states or implies that these are the only duties to be performed by the Extra Miler in this position. Extra Milers will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. To perform this job successfully, the incumbent will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.

The company is an Equal Opportunity Employer, drug-free workplace, and complies with ADA regulations as applicable.