Carrier Sales Manager

Why OTR?

OTR Transportation sets itself apart as more than just a logistics company; we're a dedicated team committed to providing customized over-the-road shipping solutions, with a special focus on temperature-controlled and time-sensitive freight. Our expertise allows clients to concentrate on their core business while we ensure their shipping needs are met with precision.

Our strength lies in our skilled professionals, who bring innovation and excellence to every aspect of our services. This dedication makes us a trusted partner in the logistics industry, adept at meeting the unique challenges of temperature-controlled transportation. We help our clients achieve their objectives by delivering flexible, reliable, and specialized shipping solutions.

The Role

As a Carrier Sales Manager, you will lead, develop, and scale a high-performing Carrier Sales team while remaining closely connected to daily execution. You will own carrier strategy, capacity development, and margin performance while ensuring service excellence across all assigned freight.

This role blends hands-on leadership with operational accountability. You will coach your team, solve complex problems in real time, and collaborate with internal partners to ensure loads move efficiently, profitably, and reliably. Your leadership directly impacts carrier loyalty, customer satisfaction, and overall company growth.

What You’ll Do

• Lead, coach, and develop a team of Carrier Sales Representatives
• Set clear expectations around activity, performance, margin, and service KPIs
• Prospect, qualify, and onboard carriers to build a strong, diversified carrier network
• Develop and maintain long-term relationships with carrier partners
• Oversee carrier sourcing and rate negotiation to balance service quality and profitability
• Monitor live freight and assist with escalations or service issues as needed
• Ensure accuracy in load details, rate confirmations, and tracking within the TMS
• Analyze carrier and lane performance to improve efficiency, loyalty, and margins
• Partner with Sales and Operations leadership to align capacity with customer needs

Experience & Qualifications

• 3+ years of experience in carrier sales, logistics, or freight brokerage
• Prior leadership, mentoring, or team lead experience preferred
• Strong negotiation, communication, and relationship-building skills
• Ability to manage multiple priorities in a fast-paced environment
• Proficient in Microsoft Office Suite; TMS experience required
• Analytical mindset with a customer-first, performance-driven approach

Benefits at OTR

• Competitive, uncapped commission structure
• Full benefits package: Medical, Dental, Vision, PTO
• 401(k) with company match
• Office happy hours & Friday lunches
• Wellness perks
• On-site parking for a safe, easy commute
• Be part of an exciting, growing team