RJ Logistics LLC

Compensation

Full Description

Description The Director of Carrier Sales leads the company’s carrier sourcing, capacity strategy, and carrier sales team performance. This role is responsible for building a disciplined carrier network, improving margin through buying strategy, and ensuring consistent operational execution across the carrier sales organization. The Director of Carrier Sales partners closely with Sales, Customer Success, Pricing, and Operations to ensure reliable coverage, strong carrier relationships, and scalable capacity solutions that support the company’s growth. Key Responsibilities/Essential Job Functions Customer Success & Account Growth: Lead a seamless handoff to the account management team while maintaining the position as a trusted strategic partner. Monitor service standards ensuring customer service excellence. Partner, lead and develop the carrier sales team, setting clear expectations around activity, carrier engagement, and performance standards. Build and manage a structured carrier network, including core carrier programs and preferred carrier relationships across key lanes. Drive carrier sourcing strategies to improve coverage consistency, reduce bounce rates, and strengthen execution reliability. Establish and enforce operational discipline around booking standards, tracking compliance, and carrier verification processes. Monitor carrier sales performance metrics including calls, offers, tracking compliance, bounce rates, and coverage timelines. Partner with Sales and Customer Success to ensure awarded freight is supported by reliable carrier capacity. Collaborate with pricing and analytics teams to improve buy strategies and protect gross margin. Use market data and internal analytics to identify margin gaps, lane performance issues, and opportunities for improved carrier sourcing. Develop and coach carrier sales team members through structured performance management and accountability processes. Implement scalable carrier sales playbooks, training programs, and activity standards that drive consistent execution. Partner with IT and Data teams to improve carrier sales tooling, automation, and reporting visibility. Provide leadership updates on carrier performance, market trends, and operational risks affecting capacity. Support the company’s long-term growth by building a scalable carrier sales organization capable of supporting increasing shipment volume. Why RJ Logistics | People-Centric. Customer-Obsessed. Growth-Driven. At RJ Logistics, we believe in being Better Than Yesterday. We value integrity, curiosity, and collaboration—and we invest in our people’s success. Hybrid or remote flexibility available depending on location Competitive base + uncapped commission + benefits package Awesome co-workers & culture! Requirements Knowledge, Skills, Abilities, and Behaviors Proven leadership experience managing carrier sales or capacity teams within a freight brokerage environment. Strong understanding of freight market dynamics, carrier sourcing strategies, and capacity management. Ability to drive disciplined activity and performance standards across a team environment. Strong negotiation and relationship-building skills with carriers and capacity providers. Experience analyzing operational data to identify performance gaps and implement corrective actions. Ability to lead in fast-paced brokerage environments with competing priorities and market volatility. Strong communication skills with the ability to influence cross-functional teams. Comfortable using transportation technology platforms and analytics tools. Education and Experience Bachelor’s degree in Business, Supply Chain, Logistics, or related field preferred. 7+ years of experience in logistics, transportation, or operations leadership. 3+ years of leadership experience managing carrier sales or operational teams. Demonstrated success improving carrier coverage reliability, operational execution, and margin performance. Experience working with brokerage platforms such as McLeod, Power BI, HubSpot, or similar systems preferred.