The Produce Carrier Sales Representative will build relationships with carriers to move freight for our customers. The Produce  Carrier Sales Representative will work on securing a carrier at the right price and right time to meet our customer’s needs. This is a fast-paced, high energy role that provides an opportunity to make an impact in logistics all over the nation.

Specific Responsibilities:

  • Create and maintain carrier relationships with Carriers via phone and email
  • Build strong relationships with trucking company key contacts
  • Source/negotiate with qualified carriers to move freight
  • Leverage our technology platform, data and other resources to make informed decisions, negotiate price, drive automation, and improve efficiency
  • Manage updates, communications, and movements
  • Communicate load statuses, issues, and concerns to sales team to resolve and provide 100% WOW Customer Service
  • Maintain documentation to ensure all compliance standards are met and all details are accurately communicated and tracked in the system
  • Manage carrier satisfaction metrics
  • Manage carrier performance metrics
  • Provide exceptional service to our carriers and customers
  • Ability to conduct business review calls and/ or discovery calls with carriers
  • Maintain and manage the Carrier Sales CRM tool in our TMS
  • Meet or exceed daily, weekly, monthly goals


  • A bachelor’s degree preferred
  • 1+ year of experience in  working with shippers in the freight/logistics industry
  • 1 to 3 years of experience in operations or sourcing experience
  • Driven and competitive nature with strong problem solving abilities
  • Strong decision-making skills and the ability to work independently
  • Ability to persuade, motivate, influence, and negotiate with others
  • Strong organizational  skills
  • Outstanding communication and negotiation skills
  • Remain positive and flexible in an ever-changing environment with shifting priorities


  • Attend daily/weekly Outward Mindset Zoom Meetings
  • Attend daily CSR Zoom Meetings at 1:20 or 1:35pm only one has to be attended
  • Complete 1 module a month on 3PL LMS
  • Complete 1 HR training a month on 3PL LMS
  • 21 hours of continued education from the Learning and Development department

Knowledge, Skills and Abilities:

  • Sales and marketing-knowledge of principles and methods for showing, promoting and selling logistics services.
  • Sandler Selling System
  • Carrier Sales Service-Knowledge of principles and processes for providing carrier and personal services. This includes carrier needs assessment, meeting quality standards for services and evaluation of carrier satisfaction.
  • Communication skills-speaking, listening and social perceptiveness as well as the ability to persuade others to change their minds and/or behavior
  • Tolerance for change and ambiguity as the company grows
  • Ability to sell and influence others and to maintain interpersonal relationships both internally as well as with customers
  • Outstanding negotiation skills
  • Adequate typing and data entry capabilities

Leadership Skills

  • Must be able to make good judgments without the benefit of others immediate counsel, and must be an exceptional problem solver
  • Must be able to perform duties autonomously but always seek collaboration when necessary.
  • Create an energized and exciting atmosphere.
  • Ability to sell and influence others and to maintain interpersonal relationships both internally and with carriers
  • Strong desire to learn in a fast-paced environment

Carrier Sales Skills

  • Review Daily Pickup and Deliveries
  • Utilize proper demeanor, Selling System, preparedness, negotiation skills (BATNA & Bracketing), Professionalism, Value, Knowledge, Pleasantness, Respect on calls with carriers
  • Manage your daily dashboard
  • Tracking –follow all tracking and tracing guidelines and SOPs
  • Stay on top of your assigned loads and stay diligently working loads in the MOST EFFECTIVE WAY POSSIBLE (Load boards, history, lane makers, a self-maintained spreadsheet of “regular carriers”)
  • Work with your manager to monitor same day offers – use your efforts to maximize profits
  • Clearly communicating issues and ongoing feedback with your Manager and the Account Managers –excellent customer service
  • Follow the SOP set forth for allowing certain set up carriers
  • Monitor tough Loads and utilize DAT when and if necessary
  • Make sure all after hours/weekend loads are marked as such so that after hours staff can monitor.
  • Maintain integrity with each load that you move
  • Consistently working on carrier relations working on carrier development

What You Will Need:

  • 2 years of supply chain, transportation, or logistics experience
  • Bachelor’s degree in sales, logistics, transportation related preferred not required
  • Selling System memorized and able to use the system on any given situation
  • Accountability for you and your team
  • Holding your team responsible
  • Know and exercise your leadership style
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