Brokerage Manager

The Brokerage Manager is responsible for building and leading a profitable freight brokerage operation with a strong emphasis on new business development and revenue growth. This role combines selling manager responsibilities (personally carrying a book of business) with leadership of brokerage sales and operations to ensure exceptional service, margin performance, and carrier/customer relationships.

All duties are to be performed in accordance with established company policies, procedures, and applicable laws and regulations. Regular attendance is an essential function of this position. Occasional travel and work outside normal business hours may be required to meet business needs.

• Develop and execute strategies to achieve brokerage revenue, margin, customer growth, and profitability objectives. 
• Drive new business development while expanding relationships with existing customers through exceptional service and strategic account management. 
• Lead the daily operations of the freight brokerage, ensuring efficient load execution, operational excellence, and a high level of customer satisfaction. 
• Build, develop, and maintain a strong network of qualified carrier partners to support capacity, service, safety, and profitability goals. 
• Recruit, coach, develop, and lead brokerage team members by establishing clear performance expectations, providing ongoing feedback, and fostering a culture of accountability and continuous improvement. 
• Monitor key performance indicators (KPIs), financial results, and operational metrics to drive profitable growth and identify opportunities for improvement. 
• Collaborate with operations, dispatch, accounting, safety, and executive leadership to deliver seamless transportation solutions and achieve organizational objectives. 
• Ensure compliance with all applicable federal, state, and local transportation regulations, as well as company policies, procedures, and ethical business practices. 
• Develop and implement process improvements that enhance efficiency, scalability, customer experience, and overall brokerage performance. 
• Resolve complex customer, carrier, and operational issues while maintaining strong business relationships and protecting company interests. 
• Represent the company with professionalism while promoting a customer-focused culture built on responsiveness, integrity, and service excellence. 

Other Duties:

• Perform other duties within the location or other areas as assigned.
• Maintain a clean and organized work environment. 
• Observe and enforce all company policies, rules, and safety practices.
• Inspire, motivate, and hold team members accountable while modeling company values.
• Build and maintain productive relationships with internal and external stakeholders.
• Remain flexible and responsive to shifting priorities and circumstances.
• Partner effectively with cross-functional teams including Safety, Maintenance, and HR.
• Identify root causes, propose solutions, and take action to address operational challenges.
• Demonstrate self-direction and ownership of outcomes.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience:

• 5+ years of experience in freight brokerage, logistics, or transportation sales, with a proven track record of business development and account growth.
• Prior experience in a selling manager or sales leadership role (leading a team while maintaining a personal book of business) strongly preferred.
• Strong knowledge of domestic truckload markets, carrier networks, spot and contract pricing, and freight operations.
• Demonstrated ability to negotiate with both customers and carriers to achieve win–win outcomes.
• Proficiency with TMS platforms, Microsoft Excel, and sales/CRM tools for pipeline and performance management.
• Excellent communication, relationship-building, and problem-solving skills with the ability to work in a fast-paced, high-volume environment.
• Bachelor’s degree in business, supply chain, or a related field preferred, or equivalent industry experience.

Strong understanding of:

• Carrier Sourcing 
• Rate Negotiation 
• Shipment lifecycle (pickup to delivery) 

Industry-Specific Experience preferred, but not required

Experience with: 

• Flatbed / open deck / specialized freight 
• Heavy haul or oversize loads 

Familiarity with: 

• Permits, routing, escort requirements 

Language Ability

• Effective communicator (verbal and written) with ability to interact at all levels of the organization.
• Ability to read and comprehend simple instructions, short correspondence and memos. 
• Ability to write simple correspondence.  
• Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Math Ability

• Proficient in basic business math and understanding of accounting practices (P&L familiarity preferred).
• Ability to interpret operational reports and performance metrics
• Working knowledge of profit and loss statements preferred
• Ability to analyze revenue per truck, cost per mile, and operational trends

Reasoning Ability

• Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions.  
• Ability to deal with problems involving variables in standardized situations.
• Ability to apply practical judgment to operational challenges
• Ability to prioritize competing demands in a fast paced environment

Computer Skills

• Proficiency in Microsoft Office Suite and general computer literacy

Certificates, Licenses and Registrations

• None required