Senior Carrier Sales Manager

Summary

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