Carrier Development Manager

The Carrier Development Manager is responsible for building, nurturing, and expanding MWL’s carrier network to ensure reliable, cost-effective, and scalable transportation capacity for our customers. This role blends strategic growth initiatives with hands-on relationship management, recruiting new carrier partners, negotiating competitive rates, ensuring compliance, and driving continuous improvement. The ideal candidate will serve as a trusted partner to carriers while aligning capacity strategies with MWL’s overall business objectives.

Key Responsibilities

Carrier Recruitment & Onboarding

• Identify, qualify, and onboard new carrier partners across multiple modes (truckload, LTL, intermodal, etc.).
• Maintain a robust and diversified carrier pipeline to support customer and company growth.
• Ensure carriers meet MWL’s compliance standards (safety, insurance, certifications).

Strategic Carrier Network Growth

• Identify gaps in carrier coverage by geography, equipment type, and industry segment.
• Develop and execute strategies to expand MWL’s carrier network accordingly.
• Leverage digital freight platforms, load boards, and analytics tools to optimize sourcing.

Relationship Management

• Build and maintain long-term partnerships with carriers to secure consistent capacity and strengthen loyalty.
• Act as the primary point of contact for carrier escalations, service issues, and conflict resolution.
• Conduct regular business reviews with carriers to evaluate performance, opportunities, and growth potential.

Rate Negotiation & Procurement

• Negotiate competitive rates while balancing service quality and profitability.
• Provide market intelligence and capacity insights to the pricing and procurement team.
• Support customer bids, RFPs, and contractual agreements by aligning carrier capacity strategies.

Performance Management & Development

• Track and analyze carrier performance using KPIs (on-time delivery, acceptance rates, claims, communication, etc.).
• Develop and implement corrective action plans for underperforming carriers.
• Proactively support carrier partners with process training, visibility tools, and relationship-building to improve long-term performance.

Compliance & Risk Management

• Ensure carriers meet all federal, state, and MWL compliance requirements (FMCSA, DOT, insurance, safety).
• Manage onboarding documentation, carrier contracts, and risk assessments.
• Partner with legal and insurance teams for claims, disputes, and liability issues.

Qualifications

• Bachelor’s degree required. Degree in Supply Chain, Logistics, Business, or related field preferred.
• 5–7 years of experience in carrier sales, procurement, or logistics operations (minimum 3 years required).
• Strong negotiation and relationship management skills.
• Knowledge of transportation regulations, safety, and compliance requirements.
• Proficiency in TMS (Transportation Management Systems) and carrier management platforms.
• Excellent communication, analytical, and problem-solving skills.

Core Competencies

• Strategic thinker with the ability to design, build and scale carrier networks.
• Results-driven with a strong focus on KPIs and continuous improvement.
• Adaptable, resilient, and effective in conflict resolution.
• Strong interpersonal and influencing skills with carriers and internal stakeholders.
• Tech-savvy with the ability to leverage digital freight tools and data analytics.
• Ability to thrive in a fast-paced, deadline-driven logistics environment.