What are the responsibilities and job description for the Carrier Sales Representative position at Exxact Express?
Carrier Sales Representative – 3rd Party Logistics (3PL)
Position Summary
The Carrier Sales Representative is responsible for building and managing relationships with trucking carriers and transportation partners to ensure reliable, cost-effective movement of freight. This role focuses on negotiating rates, securing capacity, tracking shipments, and maintaining a strong carrier network to support customer demand within a fast-paced 3PL environment.
Key Responsibilities
1. Carrier Relationship Management
- Source, onboard, and develop strong relationships with carriers across FTL, LTL, intermodal, and specialized modes.
- Maintain a reliable network of core carriers to meet client service requirements.
- Serve as a daily point of contact for carriers, ensuring smooth communication and issue resolution.
2. Negotiation & Capacity Procurement
- Negotiate competitive rates with carriers while balancing service, reliability, and margins.
- Identify capacity opportunities for spot, contract, and project freight.
- Secure truckload capacity consistent with customer needs and market conditions.
3. Freight Coordination & Execution
- Match freight shipments to available carriers through internal systems and load boards.
- Track and trace shipments proactively to ensure on-time pickup and delivery.
- Resolve service issues, delays, and exceptions with urgency and professionalism.
4. Market Analysis & Pricing
- Monitor market trends, lane rates, and capacity shifts to make informed pricing decisions.
- Collaborate with account managers and sales teams to provide real-time rate guidance.
- Maintain accurate carrier and lane data in internal systems.
5. Compliance & Documentation
- Ensure carriers meet regulatory requirements (FMCSA, safety, insurance verification).
- Maintain accurate load documentation and system updates throughout the shipment life cycle.
- Follow internal policies and customer-specific operating procedures.
Qualifications
Education & Experience
- Bachelor’s degree in Business, Supply Chain, Logistics, or related field (preferred).
- 1–3 years of carrier sales, freight brokerage, or trucking industry experience (preferred but not required).
- Experience using transportation management systems (TMS), load boards (DAT, Truckstop), and carrier vetting tools.
Skills & Competencies
- Strong negotiation and communication skills.
- Ability to multitask in a fast-paced, high-volume environment.
- Problem-solving mindset with attention to detail.
- High level of resilience, persistence, and competitive drive.
- Strong interpersonal skills and the ability to build rapport quickly.
- Proficiency with TMS software and Microsoft Office/Google Workspace.
Key Performance Indicators (KPIs)
- Margin per load and total gross profit
- Carrier utilization and retention
- On-time pickup and delivery performance
- Load coverage speed and capacity development
- Accuracy of pricing and documentation
Preferred Traits
- Proven success in sales or relationship-driven roles.
- Knowledge of domestic truckload markets, spot pricing, and carrier networks.
- Ability to thrive under pressure and adapt to changing freight markets.