Carrier Sales Representative

Primarily responsible for sourcing, securing and managing the transportation needs for new and existing Hoosier carriers while maintaining the highest levels of customer service. This includes managing a freight portfolio from pickup to delivery, providing and negotiating freight rates, building carrier relationships and selling modal solutions that Hoosier has to offer. Consistently adding dedicated carriers and growing current carrier base is an essential function of Carrier Sales. This person should be knowledgeable of the industry, highly motivated, urgency driven and have superior communication skills to succeed at this position.

Essential Duties and Responsibilities

  • Utilize business development skills to identify, qualify and develop relationships with prospective carriers and independently build carrier relationships.
  • Leveraging our technology platform along with other data sources to source carrier services including current book of business, past contacts, internet searches, website leads, CRM leads, social media contacts, sales agent leads and other carrier referrals.
  • As primary contact for your carriers, you will be responsible for managing the relationship between the carrier and Hoosier. You will need to provide excellent customer service skills when communication through phone, email and in-person.
  • Maintain constant contact with carriers (average 75-100+ touch points/day) to prospect and secure additional capacity into existing book of business.
  • Developing potential strategic carrier following for dedicated business.
  • Manage performance expectations through carrier scorecard metrics.
  • Have a broad knowledge of truck markets/pricing and negotiate rates with carriers.
  • Collaborate with team on procurement details to ensure most effective solutions to customers and our carrier partners.
  • Provide feedback to team on carrier rates submitted.
  • Ensure accurate data capture, data integrity and system entry in all carrier related functions.
  • Effectively utilize data and problem-solving skills to proactively resolve carrier issues.
  • Monitor and track all loads to ensure details are accurately communicated and proactively identify potential problems.
  • Support other departments as required regarding your carriers.
  • Other duties as assigned.

Job Requirements

BA or BS degree or equivalent experience recommended. Minimum of one year of third- party logistics or brokerage experience recommended. Strong understanding of brokerage operations, trucking operations and geographic freight markets is recommended. Prior demonstration of negotiation skills is preferred.

Existing customer and/or carrier base is a plus. Experience with McLeod TMS a plus.

Skills Required

Qualified candidate must possess excellent written and verbal communication skills along with relationship-building, follow-up, and problem-solving skills. Candidate must have the ability to work in a fast-paced team environment. Must be able to work with others along with working independently. Must be detail-oriented and must meet scheduled deadlines. Ability to multi-task in completing scheduled activities along with additional activities. Ability to manage communication in a positive manner.
Punctuality and a good work ethic are critical. Knowledge of Microsoft Office (Excel,
Word, etc.) required.


  • Bend, stoop, reach above shoulder level, kneel and squat on an occasional basis.
  • Lift and carry up to 20 pounds on an occasional basis.
  • Operate a computer for long periods of time.
  • Visual acuity to read paperwork, computer monitors, and calculators.
  • Usage of both hands for repetitive actions such as: data entry and simple grasping.
  • 5% standing, 5% walking, 90% sitting.


Full-time employee, 40-50 hours per week, Monday thru Friday. Must maintain regular attendance and must be present at work to communicate and interact with co-workers.

Hoosier Logistics offers a competitive salary and a comprehensive benefits package.


  • 401(k)
  • 401(k) matching
  • Dental insurance
  • Health insurance
  • Life insurance
  • Paid time off
  • Referral program
  • Vision insurance


  • Day shift
  • Monday to Friday

Supplemental Pay:

  • Commission pay


  • Bachelor’s (Preferred)


  • Freight Brokerage: 1 year (Preferred)

As of 2022, we are joining forces with Direct Connect Logistix to build the combined business into a national logistics industry leader. Our dedicated team is still here to serve you.

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