Carrier Sales Representative

Carrier Sales Representative 

Position Overview

Pace Logistics is seeking a driven, relationship-focused Carrier Sales Representative to join our growing team. This role is responsible for building and maintaining a reliable network of carrier partners, negotiating competitive rates, and securing capacity to ensure customer freight is moved safely, efficiently, and on time.

The ideal candidate is competitive, confident on the phone, comfortable negotiating, and able to thrive in the fast-paced environment of third-party logistics. This position plays a critical role in strengthening our carrier network while protecting margins and delivering the level of service our customers expect. 

Key Responsibilities 

• Source, develop, and maintain relationships with new and existing motor carriers. 
• Secure reliable carrier capacity for customer shipments across multiple lanes and markets. 
• Make outbound calls to carriers to develop new relationships and expand Pace Logistics’ carrier network. 
• Negotiate carrier rates while balancing service requirements, market conditions, and company margin goals. 
• Match available carriers with loads based on equipment type, location, timing, pricing, and service requirements. 
• Communicate load details, expectations, pickup and delivery requirements, and any special instructions to carriers. 
• Monitor assigned shipments from pickup through delivery and proactively address potential service issues. 
• Maintain consistent communication with carriers regarding shipment status, delays, scheduling changes, and other updates. 
• Work closely with customer sales and operations teams to provide capacity solutions and support customer needs. 
• Develop an understanding of freight markets, lane pricing, seasonal trends, and capacity conditions. 
• Build a dependable carrier network by identifying high-performing carrier partners and developing repeat business. 
• Ensure carriers meet company safety, compliance, insurance, and qualification requirements before booking freight. 
• Accurately document carrier information, rates, load updates, and communications within the company’s transportation management system (TMS). 
• Assist with resolving carrier-related issues, including late pickups, missed appointments, service failures, and rate discrepancies. 
• Meet or exceed established activity, margin, load coverage, and carrier development goals. 

Qualifications 

• High school diploma or equivalent required; bachelor’s degree preferred. 
• Previous experience in transportation, logistics, freight brokerage, sales, or customer service is preferred but not required. 
• Strong communication and relationship-building skills. 
• Comfortable making a high volume of outbound calls and developing relationships over the phone. 
• Strong negotiation and problem-solving abilities. 
• Competitive, motivated, and results-oriented mindset. 
• Ability to make decisions quickly and remain organized in a fast-paced environment. 
• Strong attention to detail and follow-through. 
• Ability to manage multiple shipments, conversations, and priorities simultaneously. 
• Comfortable working with transportation management systems, CRM platforms, Microsoft Office, and other business technology. 
• Willingness to learn freight markets, carrier operations, and transportation industry terminology. 

What Success Looks Like 

A successful Carrier Sales Representative consistently builds relationships with dependable carriers, secures competitive capacity, protects company margins, and communicates proactively throughout the life of a shipment. Success in this role also means developing a strong understanding of the freight market and becoming a trusted resource for both carrier partners and internal teams. 

Performance may be measured through areas such as: 

• Loads covered and carrier capacity secured 
• Carrier margin and rate performance 
• Outbound carrier activity 
• New carrier relationships developed 
• Carrier retention and repeat utilization 
• On-time pickup and delivery performance 
• Shipment communication and tracking compliance 
• Overall service quality and issue resolution 

Ideal Candidate 

You may be a strong fit for this role if you are naturally competitive, enjoy talking with people, and like working in an environment where every day presents a new challenge. You are comfortable negotiating, aren’t afraid to pick up the phone, and understand that strong relationships and consistent follow-through are essential to long-term success. 

You take ownership of problems rather than waiting for someone else to solve them. Most importantly, you understand that moving freight successfully isn’t just about finding a truck—it’s about building trust with the carriers and customers who make the business possible. 

About Pace Logistics 

Pace Logistics is a growing transportation and logistics company focused on providing dependable freight solutions while building lasting relationships with our customers and carrier partners. We believe strong logistics starts with strong people, clear communication, and a commitment to doing what we say we’re going to do. 

Move Freight. Build Trust. Make an Impact.