Carrier Sales Representative
At a glance
Mid-level Account Executive role at Werner Enterprises. 4 Locations.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Book freight with qualified carriers so loads are covered accurately, efficiently, and on time
- Build carrier relationships and negotiate rates to secure capacity while protecting margin
- Increase load volume while keeping profitability and service standards on track
- Work with Sales and Operations to match capacity plans to customer requirements
- Track lane trends, capacity shifts, carrier compliance, bookings, and performance in internal systems
What you bring
- At least two years in carrier sales, brokerage, or logistics operations
- Demonstrated rate negotiation experience alongside ongoing carrier relationship management
- Knowledge of transportation markets, lane pricing, and changing capacity conditions
- Comfort using transportation management systems and other logistics tools
Who this fits
This role suits someone who can manage high-volume freight booking, shifting priorities, and daily carrier communication. You should be comfortable balancing volume growth, cost control, margin, and service performance. A bachelor's degree in Transportation, Logistics, Supply Chain, or a related field is preferred.
From the employer
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.
Responsibilities:
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.
Qualifications:
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.
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.
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.
By clicking “Submit” you are expressly consenting to our Privacy Policy (available at https://www.werner.com/privacy-policy/) and to Werner Enterprises, Inc., its representatives, and affiliates (“Werner”) contacting you about your inquiry, and that Werner may collect sensitive information about you to consider your employment as explained further in our Privacy Policy. All information collected will be handled and retained as explained in the Privacy Policy.
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