What are the responsibilities and job description for the Carrier Sales Manager position at Spot Freight?
Today’s logistics marketplace is an ever-changing landscape where you can make your mark. Spot gives you the tools to tackle industry challenges for our partners. Here, initiative, drive, and teamwork form the basis for a rewarding, fast-paced career.
About The Role:
The Carrier Sales Manager is a key office leadership position responsible for managing and developing all Carrier Sales Zone Managers within their assigned office. In this role, you will bridge tactical execution with regional strategy by driving operational performance, load volume, service quality, and overall profitability across all office zones.
Reporting directly to the Regional Carrier Sales Manager, you will focus on leadership accountability, office-level execution, talent development, and cross-departmental collaboration. You are expected to set a high standard through a strong work ethic, data-driven decision-making, and a commitment to maintaining a high-performance culture.
Key Responsibilities:
Leadership & Zone Management
Spot Freight, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Spot Freight is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a disability, you need a reasonable accommodation, please contact our Human Resources team to notify us of your request. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
About The Role:
The Carrier Sales Manager is a key office leadership position responsible for managing and developing all Carrier Sales Zone Managers within their assigned office. In this role, you will bridge tactical execution with regional strategy by driving operational performance, load volume, service quality, and overall profitability across all office zones.
Reporting directly to the Regional Carrier Sales Manager, you will focus on leadership accountability, office-level execution, talent development, and cross-departmental collaboration. You are expected to set a high standard through a strong work ethic, data-driven decision-making, and a commitment to maintaining a high-performance culture.
Key Responsibilities:
Leadership & Zone Management
- Lead, coach, and manage all Carrier Sales Zone Managers within the local office to ensure their teams reach monthly and quarterly performance metrics.
- Drive office-wide alignment on load booking, gross margin, service standards, and operational efficiency targets.
- Conduct regular 1-on-1s, performance reviews, and tactical check-ins with Zone Managers to support their growth and zone stability.
- Maintain oversight of office-wide P&L, ensuring margin goals, carrier service expectations, and load coverage targets are consistently met.
- Act as the primary office escalation point for major operational issues, complex carrier disputes, and OS&D or claims resolution.
- Analyze zone-level data and market trends to optimize carrier sourcing strategies and freight coverage across regions.
- Partner with the Regional Carrier Sales Manager to execute strategic initiatives, technology implementations, and process refinements within the office.
- Collaborate with Account Management and local Sales Managers to align pricing strategies, RFP support, and customer service delivery.
- Identify operational bottlenecks and implement office-wide best practices to maximize productivity.
- Oversee recruitment, onboarding, training, and retention efforts for Zone Managers and Carrier Account Managers in the office.
- Foster a competitive, positive, and collaborative workplace culture focused on accountability and continuous learning.
- Education: Bachelor’s Degree in Supply Chain Management, Business, Sales, Operations, or a related field preferred.
- Experience: 4–6 years of freight brokerage/logistics experience.
- Management: Minimum of 2 years of experience managing people or leading leaders, with a track record of driving team performance.
- Track Record: Proven ability to hit load volume, margin, and activity goals in a fast-paced environment.
- Strong leadership, conflict resolution, and talent development capabilities.
- Deep understanding of carrier sales dynamics, freight market fluctuations, and zone coverage strategies.
- Solid analytical skills with proficiency in Microsoft Excel, Power BI, or similar reporting tools.
- Excellent written and verbal communication skills, with the ability to interface with executive leadership, internal stakeholders, and key carriers.
Spot Freight, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Spot Freight is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a disability, you need a reasonable accommodation, please contact our Human Resources team to notify us of your request. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.