Job Description

Carrier Sales Representative

The Carrier Sales Representative is responsible for securing transportation capacity by booking freight with qualified carriers while driving load volume and margin growth. This role focuses on building and maintaining strong carrier relationships, negotiating competitive rates, and aligning capacity solutions with customer and sales needs. The Carrier Sales Representative plays a critical role in executing daily freight coverage while contributing to overall profitability and service performance.

Essential Job Functions

• Book freight with qualified carriers to ensure all loads are covered accurately, efficiently, and on time.
• Build, develop, and maintain strong relationships with carrier partners to secure reliable and cost-effective capacity.
• Negotiate rates with carriers to maximize margin while remaining competitive in the market.
• Focus on increasing load volume while maintaining profitability and service standards.
• Collaborate closely with Sales and Operations teams to align capacity solutions with customer requirements.
• Monitor market conditions, lane trends, and capacity fluctuations to inform rate negotiations and booking strategies.
• Ensure all carriers meet internal qualification, compliance, and safety standards.
• Utilize internal systems and tools to manage freight bookings, carrier communication, and performance tracking.
• Maintain accurate documentation and timely communication with internal stakeholders and carrier partners.
• Perform additional duties as assigned by supervisory personnel.

Knowledge, Skills, and Abilities

• Strong negotiation skills with a clear focus on margin and cost control.
• Ability to build and maintain long-term carrier relationships.
• Solid understanding of transportation markets, lane pricing, and capacity dynamics.
• Results-driven mindset with a focus on volume growth and profitability.
• Ability to work in a fast-paced, high-volume environment with shifting priorities.
• Strong communication skills, both verbal and written.
• Proficiency in transportation management systems and related logistics tools.

Education and Experience

• Bachelor's degree in Transportation, Logistics, Supply Chain, or a related field preferred.
• 2+ years of experience in carrier sales, brokerage, or logistics operations preferred.
• Proven experience negotiating rates and managing carrier relationships.
• High-volume freight booking experience preferred.

Physical Requirements

• Seeing and hearing: Read documents and computer screens, answer phones, and communicate in person 75100%
• Standing and walking: 024%
• Climbing, stooping, squatting, and kneeling: 024%
• Dexterity: Utilizing phone, typing, and writing 75100%
• Lifting: Lift in excess of 0 pounds 024%

The expected starting pay range for this position is $54,490.80 - $72,654.40 annualized salary. Offers determined based on experience, skills, and qualifications.

Werner Enterprises provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, genetic information or veteran status or other status protected by law. We encourage applicants of all ages as we do not discriminate on the basis of an applicant's age.

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