Carrier Sales Representative

Job Title: Carrier Sales Representative
FLSA Classification: Full-time, Salary Exempt
Reporting Relationship: Reports to the Produce Manager

Job Summary:
The primary mission of the Carrier Sales Representative is to drive revenue growth by building and strengthening key relationships with both Five Star Trucking’s existing carrier network as well as building a larger, stronger network of carriers. Along with building a strong, reliable carrier network, bringing strong negotiating skills that help to maximize profit potential is also an important part of the role.

Key Responsibilities:

• Actively source and secure new carrier capacity.
• Develop, maintain, and expand relationships between carriers and Five Star Trucking.
• Implement targeted strategies to increase equipment utilization.
• Collaborate with the sales team to identify and pursue new business opportunities.

Essential Tasks, Duties, and Responsibilities:

• Build and Maintain Carrier Relationships:
• Develop, maintain, and expand relationships between carriers and Five Star Trucking.
• Build strong relationships with trucking company key contacts, including dispatchers and drivers.
• Source and Secure Carrier Capacity:
• Actively source and secure new carrier capacity.
• Qualify and negotiate with carriers to obtain new business and strategically align your portfolio of carriers with our customer’s freight.
• Sales and Lead Generation:
• Build pipeline and prospect new carriers through lead generation, research, and cold calling.
• Collaborate with the sales team to identify and pursue new business opportunities.
• Electronically track and maintain leads and contacts.
• Strategic Problem Solving:
• Proactively identify and resolve issues to uphold our commitment to service.
• Think strategically around carrier problems to deliver Five Star’s value propositions.
• Shipment Management:
• Ensure shipment details are accurately communicated to drivers and tracked in our transportation management system.
• Dispatch and schedule carriers for pick-up and deliveries as needed.
• Maintain communication with drivers and carrier dispatch to ensure timely delivery of freight.
• Take on-call responsibilities on a rotating basis and handle issues outside of normal business hours.
• Negotiation and Contract Management:
• Exhibit strong negotiation skills in pricing and contract agreements.
• Cross-Functional Collaboration:
• Collaborate cross-functionally with customer operations, account management, and customer sales.
• Mentorship and Team Initiatives:
• Drive department initiatives and mentor teammates.
• Representation and Values:
• Represent Five Star’s mission and values with a proactive, can-do attitude.
• Exhibit a learning mindset to pick up, grow, and develop necessary skills and knowledge for the Produce Carrier Sales Rep position.

Requirements:

• High School Diploma or equivalent.
• Truckload brokerage experience is preferred.
• Prior sales experience (e.g., pipelining, lead generation, cold calling, research) or a desire to go into a sales profession.
• Knowledge of temperature-controlled freight is preferred.
• Proven track record of building, maintaining, and growing carrier relationships.
• Self-motivated individual with proven issue resolution skills.
• Ability to thrive in a fast-paced environment and meet performance metrics.
• High attention to detail and proven ability to multitask.
• Strong communication and interpersonal skills, both written and verbal.
• Ability to align growth initiatives with industry-leading service levels.
• Basic knowledge of DOT regulations and multi-state geography.
• Excellent customer service skills and telephone etiquette.
• Experience with computers, including Windows, Microsoft Office Suite, GSuite, and industry-specific software.
• Previous experience in the trucking/transportation industry is a plus.
• Previous working knowledge and experience in produce and produce freight is a plus.
• Prior relationships with a base of truckload carriers and/or experience with produce/refrigerated freight is a plus.
• Familiarity with EOS (Entrepreneurial Operating System) is a plus.
• 2-4 years of experience.

Physical Requirements:

• Must be able to remain in a stationary position for extended periods.
• Frequently move about inside the office to access file cabinets, office machinery, etc.
• Constantly operate a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• Occasionally ascend/descend stairs.
• Frequently communicate with drivers, carriers, customers, and company staff. Must be able to exchange accurate information in these situations.
• Occasionally lift and move objects up to 20 pounds.
• Ability to work in a fast-paced environment and handle stress effectively.

Work Environment:

• This role is primarily based in an office setting with standard office conditions. Occasional travel may be required to meet with carriers or attend industry events.

Equal Opportunity Statement:
Five Star Trucking is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Requirements:

• Effective listening and strong communication skills for interaction with drivers, carriers, customers and Company staff
• Strong sales skill. Strive to develop a long-term carrier relationship not a one-time transaction
• Must be a team player, set the example
• Willing to cold call to find potential carriers in areas of need to help develop carrier base
• Able to work in a fast-paced, detail oriented environment
• Desire to improve and grow operations, always looking for opportunities
• A proven track record in service, attendance and reliability
• Knowledge of DOT Regulations and multi-state geography
• Excellent customer service skills and telephone etiquette
• Ability to organize, prioritize and problem solve
• Experience with Computers; Windows, Microsoft Office, internet, and industry specific software
• Previous experience in the trucking/transportation industry is preferred.
• Prior relationships with a base of truckload carriers and/or experience with produce/refrigerated freight is a plus
• Other duties as required.