Carrier Sales Representative

Position Summary:
The Carrier Sales Representative is responsible for sourcing, onboarding, and managing relationships with refrigerated carriers (owner-operators, small fleets, and mid-size trucking companies) to maintain robust, reliable capacity across its lane network. This is a high-activity, high-reward role that blends prospecting, negotiation, and relationship management. You will work closely with our operations and brokerage teams to cover freight, build carrier loyalty, and grow our preferred carrier program.
Key Responsibilities:
Carrier Prospecting & Onboarding
Source qualified refrigerated carriers through outbound cold calls, load boards (DAT, Truckstop.com), industry directories, and referrals
Conduct carrier qualification calls to evaluate capacity, equipment quality, safety ratings, and lane preferences
Guide carriers through the onboarding process, including documentation, insurance verification, and system setup in our TMS
Maintain a consistent pipeline of new carrier prospects to support company growth targets
Capacity Management & Coverage
Book and cover refrigerated loads with vetted carriers at competitive rates while protecting the company's margin
Proactively build capacity in key lanes and identify coverage gaps in collaboration with the operations team
Negotiate spot and contract rates with carriers to optimize profitability and service consistency
Monitor market conditions (fuel prices, seasonal demand, capacity tightness) to adjust procurement strategies
Carrier Relationship Management
Develop long-term, trust-based relationships with owner-operators and fleet managers
Serve as the primary point of contact for carriers, addressing payment inquiries, load issues, and feedback
Grow a portfolio of preferred carriers who consistently move freight within the Amistad Freight network
Represent Amistad Freight at industry events, truck stops, and trade shows as needed
Performance & Reporting
Meet or exceed weekly and monthly KPIs, including carrier calls made, onboardings completed, and loads covered
Maintain accurate records of carrier interactions, rates, and agreements in the company CRM/TMS
Provide weekly capacity reports and market intelligence to the Director of Carrier Development
Collaborate with the shipper sales team to align capacity with customer freight commitments
Required Qualifications
2+ years of experience in freight brokerage, carrier sales, or transportation logistics (reefer/temperature-controlled experience strongly preferred)
Proven track record of carrier sourcing, negotiation, and relationship building in a high-volume environment
Proficiency with load boards (DAT, Truckstop.com) and transportation management systems (TMS)
Strong phone presence and comfort with high-volume outbound calling
Exceptional negotiation skills with the ability to close quickly under time-sensitive conditions
Self-motivated and disciplined with the ability to manage a full workload independently in a remote setting
Reliable high-speed internet connection and a dedicated home office workspace
Preferred Qualifications
Experience specifically in long-haul refrigerated or temperature-controlled transportation
Existing book of owner-operator or small fleet carrier contacts in the reefer space
Familiarity with FMCSA regulations, carrier safety ratings (SMS/CSA scores), and insurance requirements
Experience with tools such as McLeod, Turvo, or similar freight brokerage platforms
Bachelor's degree in Business, Logistics, Supply Chain, or a related field (or equivalent work experience)

Work arrangement
Yes