Position Summary:
We are seeking an experienced Senior Freight Broker and Business Development Manager with an established book of business and the ability to expand our brokerage into new freight markets. Our company has experience in automotive transportation and is looking to grow beyond vehicle logistics into additional freight opportunities, which may include produce, dry van, refrigerated freight, flatbed, LTL, and other transportation markets. We are looking for an experienced transportation professional who can bring existing customer relationships, recurring freight, and industry expertise to help build and expand these new markets. This is a growth-oriented position for someone who is not only capable of managing freight but can also take ownership of developing new customers, sourcing carriers, establishing transportation processes, and building a profitable operation within their area of expertise. You bring the freight and industry knowledge. We provide the brokerage platform and work with you to build the resources needed to serve your market. The ideal candidate will have a proven history of producing profitable freight in one or more transportation industries and the ability to help establish a new division of our brokerage.
Key Responsibilities:
Business Development & SalesBring existing customer relationships, accounts, and recurring freight opportunities to the company.
Develop and expand customer relationships within your established freight market.
Identify new industries, customers, lanes, and transportation opportunities.
Generate recurring and profitable freight volume.
Prepare transportation quotes and negotiate customer pricing.
Develop long-term relationships with shippers, manufacturers, distributors, wholesalers, retailers, and other freight customers.
Expand existing accounts through additional lanes, facilities, and transportation services.
Create and execute a business development strategy for your assigned freight market.
Identify opportunities to expand into additional freight categories as the company grows.
Market Development:
Take ownership of developing and growing a freight market outside of our existing automotive specialization.
Identify the operational requirements, customer expectations, equipment needs, and carrier requirements associated with your market.
Research and establish relationships with qualified carriers, transportation providers, and industry partners.
Build a reliable carrier network capable of servicing recurring customer freight.
Develop market-specific procedures, pricing knowledge, and operational processes.
Help establish the company's capabilities in new freight categories.
Evaluate opportunities for profitable expansion while maintaining appropriate service and risk standards.
Carrier Sourcing & Network Development:
Identify, recruit, and develop relationships with qualified carriers and transportation providers.
Build a dependable carrier network for your freight category and geographic markets.
Verify carrier qualifications, insurance coverage, operating authority, and other applicable requirements in coordination with company compliance resources.
Negotiate carrier rates and transportation terms.
Develop backup carrier options for recurring and time-sensitive freight.
Maintain awareness of capacity, seasonal demand, equipment availability, and market pricing.
Ensure that carrier coverage and service capabilities align with customer requirements.
Candidates entering markets outside automotive should expect to take a more active role in developing carrier relationships and transportation resources. Our existing automotive network may not directly translate to other freight categories.
Freight Operations & Execution:
Coordinate with internal operations to ensure successful shipment execution.
Match customer freight with appropriate qualified carriers.
Provide accurate load details, equipment requirements, pickup and delivery information, and customer instructions.
Coordinate shipment schedules and resolve coverage issues.
Monitor transportation performance and communicate proactively with customers.
Assist with delays, service disruptions, claims, and other transportation issues.
Help develop efficient operational procedures for new freight markets.
Maintain accurate shipment and customer records.
Customer & Account Management:
Serve as the primary relationship manager for assigned customers.
Understand customer requirements, shipping schedules, service expectations, and business objectives.
Provide competitive and accurate transportation pricing.
Maintain consistent communication throughout the transportation process.
Identify opportunities to grow customer accounts and recurring freight volume.
Develop customer retention strategies and long-term account relationships.
Qualifications:
Required 3+ years of experience in freight brokerage, transportation sales, logistics, dispatch, carrier operations, or a related transportation field.
Existing book of business or recurring freight volume.
Established relationships with shippers, manufacturers, distributors, wholesalers, produce suppliers, retailers, or other commercial freight customers.
Demonstrated experience generating, selling, or managing commercial freight.
Proven ability to develop and maintain customer relationships.
Experience negotiating rates with shippers and carriers.
Strong understanding of at least one freight market, such as dry van, refrigerated, produce, flatbed, LTL, specialized freight, automotive, or another commercial transportation category.
Excellent communication, negotiation, and problem-solving skills.
Ability to independently develop business and manage customer accounts.
Strong understanding of transportation logistics and freight execution.
Ability to research, establish, and maintain carrier relationships.
Working knowledge of transportation management systems, CRM software, and Microsoft Excel.
Strongly Preferred:
Proven history of generating recurring freight revenue or gross profit.
Established network of qualified carriers within a specific freight market.
Experience launching, developing, or expanding a freight brokerage division.
Experience with seasonal freight, time-sensitive transportation, or specialized equipment requirements.
Demonstrated ability to build new markets from the ground up.
Book of Business Expectations:
Candidates with an existing book of business should be prepared to discuss the approximate size and nature of their current business, including:
Monthly shipment volume.
Annual revenue managed or generated.
Typical gross margin.
Freight categories and industries served.
Primary lanes and geographic markets.
Equipment and carrier requirements.
Recurring versus transactional freight.
Seasonal or time-sensitive transportation requirements.
Expected business volume that could reasonably transition to the company.
Confidential customer names and proprietary information do not need to be fully disclosed during the initial interview.
Candidates must comply with applicable contractual, confidentiality, and non-solicitation obligations.
New Market Development Expectations:
Our company has existing experience in automotive transportation. However, candidates entering other freight markets will be expected to help establish the resources and knowledge necessary to serve those markets effectively.
Depending on the candidate's area of expertise, responsibilities may include:
- Developing new shipper and customer relationships.
- Establishing a network of qualified carriers.
- Learning market-specific pricing and capacity conditions.
- Identifying equipment and service requirements.
- Developing carrier coverage strategies.
- Establishing market-specific operational procedures.
- Researching applicable transportation requirements and compliance considerations.
- Creating a plan for growing recurring freight volume.
- Helping determine which new freight markets offer sustainable business opportunities.
- The candidate will be expected to demonstrate practical knowledge of their market and the ability to build the carrier and customer infrastructure necessary for profitable growth.
- Performance Metrics
- Success in this position will be measured by:
- Monthly gross profit generated.
- Monthly load volume.
- Revenue generated.
- New customer acquisition.
- Existing customer retention.
- Recurring freight volume.
- Gross margin per load.
- Carrier network development.
- Load coverage percentage.
- On-time pickup and delivery.
- Claims ratio and service performance.
- Successful development of new freight markets.
- Profitability and sustainability of the candidate's assigned market.
Compensation:
Compensation will be structured around experience, existing production, market expertise, and profitable business generated.
Potential compensation may include:
Competitive base salary and/or draw.
Commission based on gross profit generated.
Performance bonuses for new customer acquisition.
Incentives tied to recurring freight volume and customer retention.
Additional incentives for successful development of new freight markets.
Customized compensation arrangements for candidates bringing an established book of business.
Candidates with an established and verifiable book of business may be eligible for a customized compensation package based on the size, profitability, and recurring nature of the business they can reasonably bring to the company.
Why Join Us?
This is an opportunity to join a growing transportation brokerage and help expand its capabilities into new freight markets.
You will have the opportunity to bring your existing customer relationships and industry expertise while helping establish a new area of business within our company.
We provide a brokerage platform and work with you to develop the resources needed to support your freight market.
If you have the customers, the freight, and the knowledge to build a market, we want to hear from you.
Bring your book. Build your market. Grow with us.
