Senior Carrier Sales Manager
FST Logistics, Dublin, OH, United States
Senior Carrier Sales Manager
Job Category: Brokerage Requisition Number: SENIO001199
Posted: April 6, 2026
Full-Time
On-site
Dublin, OH 43017, USA
Description
The Senior Carrier Sales Representative is a senior-level individual contributor responsible for leveraging established carrier relationships and advanced market knowledge to procure capacity, optimize lanes, and protect margin across all modes of transportation. This role plays a critical part in supporting customer freight execution by securing reliable carrier capacity at or below market rates while maintaining service expectations.
Senior Carrier Sales Representatives are expected to operate with a high level of urgency, independence, and accountability. They serve as mentors and informal leaders on the floor, providing guidance to Carrier Procurement Representatives while helping drive disciplined pricing, carrier development, and network optimization.
Key Responsibilities
Carrier Procurement & Market Execution
Leverage longstanding carrier relationships to secure capacity and maximize profit margins while meeting or beating market rates
Execute carrier sourcing across all modes: Dry Van, Flatbed, Reefer, LTL, and Intermodal
Independently manage carrier planning, forecasting, and day-to-day execution priorities
Maintain visibility into immediate and future freight needs to ensure efficient carrier utilization
Pricing, Negotiation & Network Optimization
Lead high-level carrier pricing and rate negotiations
Optimize lanes and carrier networks to drive consistency, service, and margin performance
Develop pricing and sourcing solutions for short-term and long-term transportation needs, including RFP responses
Ensure negotiated rates are competitive, defensible, and aligned with current market conditions
Carrier Relationship Management
Build and maintain strong relationships with core and strategic carrier partners
Effectively communicate with carrier decision-makers to drive long-term alignment
Act as a liaison between carriers and internal sales or account management teams
Proactively address carrier performance issues and support service recovery as needed
Execution Oversight & Shipment Management
Source, negotiate with, and secure carriers to move freight in a timely and cost-effective manner
Track shipment status from inception through delivery and communicate updates to internal stakeholders
Maintain continuous communication regarding route changes, delays, or freight issues
Resolve shipment-related issues quickly and professionally
Systems, Accuracy & Financial Accountability
Complete accurate and timely entry into the TMS and ensure loads are ready for accounting
Track back-end billing and invoicing to ensure carrier charges are accurate
Maintain clean, error-free documentation supporting execution and financial processes
Prospecting & Carrier Development
Prospect new carriers through cold calling, research, and database utilization
Develop and grow carrier capacity aligned with network and customer needs
Support long-term carrier development strategies that improve coverage and cost control
Mentorship & Leadership Presence
Serve as a mentor and subject matter expert for Carrier Procurement Representatives
Model disciplined execution, urgency, and accountability on the floor
Support training, best practices, and consistent carrier decision-making across the team
Qualifications & Skillsets
Live HYWAY Traits of Reliable, Invested, Responsive, Adaptable, Passionate, and Innovative
High sense of urgency with the ability to re-prioritize in a fast-paced environment
5+ years of experience in carrier sales, procurement, or brokerage operations
Advanced understanding of trucking and transportation markets across all modes
Strong negotiation, communication, and relationship-building skills
Proven ability to work independently and make sound carrier and pricing decisions
Strong organizational skills with attention to detail and follow-through
Success Measures
Market-aligned carrier rates and protected margin performance
Consistent service execution and reduced carrier-related disruptions
Strong utilization of core carrier network
Positive mentorship impact on junior carrier sales team members
Accurate execution, billing, and documentation standards
Disclaimer: This job description does not include every duty or responsibility that the employee may be asked to perform at some point in time. Management may, at its discretion, assign or reassign duties and responsibilities to this job at any time. Nothing in this job description is intended to give rise to an employer-employee relationship but not limited to an assumed offer of employment.
Hyway Transportation is an equal opportunity employer
Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Job Category: Brokerage Requisition Number: SENIO001199
Posted: April 6, 2026
Full-Time
On-site
Dublin, OH 43017, USA
Description
The Senior Carrier Sales Representative is a senior-level individual contributor responsible for leveraging established carrier relationships and advanced market knowledge to procure capacity, optimize lanes, and protect margin across all modes of transportation. This role plays a critical part in supporting customer freight execution by securing reliable carrier capacity at or below market rates while maintaining service expectations.
Senior Carrier Sales Representatives are expected to operate with a high level of urgency, independence, and accountability. They serve as mentors and informal leaders on the floor, providing guidance to Carrier Procurement Representatives while helping drive disciplined pricing, carrier development, and network optimization.
Key Responsibilities
Carrier Procurement & Market Execution
Leverage longstanding carrier relationships to secure capacity and maximize profit margins while meeting or beating market rates
Execute carrier sourcing across all modes: Dry Van, Flatbed, Reefer, LTL, and Intermodal
Independently manage carrier planning, forecasting, and day-to-day execution priorities
Maintain visibility into immediate and future freight needs to ensure efficient carrier utilization
Pricing, Negotiation & Network Optimization
Lead high-level carrier pricing and rate negotiations
Optimize lanes and carrier networks to drive consistency, service, and margin performance
Develop pricing and sourcing solutions for short-term and long-term transportation needs, including RFP responses
Ensure negotiated rates are competitive, defensible, and aligned with current market conditions
Carrier Relationship Management
Build and maintain strong relationships with core and strategic carrier partners
Effectively communicate with carrier decision-makers to drive long-term alignment
Act as a liaison between carriers and internal sales or account management teams
Proactively address carrier performance issues and support service recovery as needed
Execution Oversight & Shipment Management
Source, negotiate with, and secure carriers to move freight in a timely and cost-effective manner
Track shipment status from inception through delivery and communicate updates to internal stakeholders
Maintain continuous communication regarding route changes, delays, or freight issues
Resolve shipment-related issues quickly and professionally
Systems, Accuracy & Financial Accountability
Complete accurate and timely entry into the TMS and ensure loads are ready for accounting
Track back-end billing and invoicing to ensure carrier charges are accurate
Maintain clean, error-free documentation supporting execution and financial processes
Prospecting & Carrier Development
Prospect new carriers through cold calling, research, and database utilization
Develop and grow carrier capacity aligned with network and customer needs
Support long-term carrier development strategies that improve coverage and cost control
Mentorship & Leadership Presence
Serve as a mentor and subject matter expert for Carrier Procurement Representatives
Model disciplined execution, urgency, and accountability on the floor
Support training, best practices, and consistent carrier decision-making across the team
Qualifications & Skillsets
Live HYWAY Traits of Reliable, Invested, Responsive, Adaptable, Passionate, and Innovative
High sense of urgency with the ability to re-prioritize in a fast-paced environment
5+ years of experience in carrier sales, procurement, or brokerage operations
Advanced understanding of trucking and transportation markets across all modes
Strong negotiation, communication, and relationship-building skills
Proven ability to work independently and make sound carrier and pricing decisions
Strong organizational skills with attention to detail and follow-through
Success Measures
Market-aligned carrier rates and protected margin performance
Consistent service execution and reduced carrier-related disruptions
Strong utilization of core carrier network
Positive mentorship impact on junior carrier sales team members
Accurate execution, billing, and documentation standards
Disclaimer: This job description does not include every duty or responsibility that the employee may be asked to perform at some point in time. Management may, at its discretion, assign or reassign duties and responsibilities to this job at any time. Nothing in this job description is intended to give rise to an employer-employee relationship but not limited to an assumed offer of employment.
Hyway Transportation is an equal opportunity employer
Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.