Carrier Sales Manager

About the role

Today's logistics marketplace is an ever-changing landscape where you can make your mark. Spot gives you the tools to tackle industry challenges for our partners. Here, initiative, drive, and teamwork form the basis for a rewarding, fast-paced career.

About The Role

The Carrier Sales Manager is a key office leadership position responsible for managing and developing all Carrier Sales Zone Managers within their assigned office. In this role, you will bridge tactical execution with regional strategy by driving operational performance, load volume, service quality, and overall profitability across all office zones.

Reporting directly to the Regional Carrier Sales Manager, you will focus on leadership accountability, office-level execution, talent development, and cross-departmental collaboration. You are expected to set a high standard through a strong work ethic, data-driven decision-making, and a commitment to maintaining a high-performance culture.

Key Responsibilities

Leadership & Zone Management

• Lead, coach, and manage all Carrier Sales Zone Managers within the local office to ensure their teams reach monthly and quarterly performance metrics.
• Drive office-wide alignment on load booking, gross margin, service standards, and operational efficiency targets.
• Conduct regular 1-on-1s, performance reviews, and tactical check-ins with Zone Managers to support their growth and zone stability.

Operational Excellence & Execution

• Maintain oversight of office-wide P&L, ensuring margin goals, carrier service expectations, and load coverage targets are consistently met.
• Act as the primary office escalation point for major operational issues, complex carrier disputes, and OS&D or claims resolution.
• Analyze zone-level data and market trends to optimize carrier sourcing strategies and freight coverage across regions.

Strategic Alignment & Process Improvement

• Partner with the Regional Carrier Sales Manager to execute strategic initiatives, technology implementations, and process refinements within the office.
• Collaborate with Account Management and local Sales Managers to align pricing strategies, RFP support, and customer service delivery.
• Identify operational bottlenecks and implement office-wide best practices to maximize productivity.

Talent Development & Hiring

• Oversee recruitment, onboarding, training, and retention efforts for Zone Managers and Carrier Account Managers in the office.
• Foster a competitive, positive, and collaborative workplace culture focused on accountability and continuous learning.

Qualifications

• Education: Bachelor's Degree in Supply Chain Management, Business, Sales, Operations, or a related field preferred.
• Experience: 4-6 years of freight brokerage/logistics experience.
• Management: Minimum of 2 years of experience managing people or leading leaders, with a track record of driving team performance.
• Track Record: Proven ability to hit load volume, margin, and activity goals in a fast-paced environment.

Required Skills

• Strong leadership, conflict resolution, and talent development capabilities.
• Deep understanding of carrier sales dynamics, freight market fluctuations, and zone coverage strategies.
• Solid analytical skills with proficiency in Microsoft Excel, Power BI, or similar reporting tools.
• Excellent written and verbal communication skills, with the ability to interface with executive leadership, internal stakeholders, and key carriers.

#LI-HT1

• Spot is built on relationships, combining 24/7 support with a proven, passionate, and dedicated team of logistics professionals.
• You can reach your true potential through the unlimited opportunities we offer.
• When you put in the effort, show initiative, solve problems, and build lasting client relationships, you earn respect and rewards.
• You'll also be a key component to the success of an industry leader.
• At Spot, we've never lost the entrepreneurial spirit that provides the foundation for our success.