The Carrier Sales Representative is responsible for securing transportation capacity by booking freight with qualified carriers while driving load volume and margin growth. This role focuses on building and maintaining strong carrier relationships, negotiating competitive rates, and aligning capacity solutions with customer and sales needs. The Carrier Sales Representative plays a critical role in executing daily freight coverage while contributing to overall profitability and service performance.
Essential Job Functions
The following duties represent the core responsibilities of this position:
Book freight with qualified carriers to ensure all loads are covered accurately, efficiently, and on time.
Build, develop, and maintain strong relationships with carrier partners to secure reliable and cost-effective capacity.
Negotiate rates with carriers to maximize margin while remaining competitive in the market.
Focus on increasing load volume while maintaining profitability and service standards.
Collaborate closely with Sales and Operations teams to align capacity solutions with customer requirements.
Monitor market conditions, lane trends, and capacity fluctuations to inform rate negotiations and booking strategies.
Ensure all carriers meet internal qualification, compliance, and safety standards.
Utilize internal systems and tools to manage freight bookings, carrier communication, and performance tracking.
Maintain accurate documentation and timely communication with internal stakeholders and carrier partners.
Perform additional duties as assigned by supervisory personnel.
Knowledge, Skills, and Abilities
The requirements below are representative of the knowledge, skills, and abilities needed to perform this role successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Strong negotiation skills with a clear focus on margin and cost control.
Ability to build and maintain long-term carrier relationships.
Solid understanding of transportation markets, lane pricing, and capacity dynamics.
Results-driven mindset with a focus on volume growth and profitability.
Ability to work in a fast-paced, high-volume environment with shifting priorities.
Strong communication skills, both verbal and written.
Proficiency in transportation management systems and related logistics tools.
Education and Experience
Bachelor’s degree in Transportation, Logistics, Supply Chain, or a related field preferred.
2+ years of experience in carrier sales, brokerage, or logistics operations preferred.
Proven experience negotiating rates and managing carrier relationships.
High-volume freight booking experience preferred.
Physical Requirements
The physical demands described below are representative of those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
Seeing and hearing: Read documents and computer screens, answer phones, and communicate in person — 75–100%
Standing and walking: 0–24%
Climbing, stooping, squatting, and kneeling: 0–24%
Dexterity: Utilizing phone, typing, and writing — 75–100%
Lifting: Lift in excess of 0 pounds — 0–24%
We know benefits are critical and we are committed to offering comprehensive and affordable options for you and your loved ones. This position is eligible for benefits, which include medical, dental and vision plans. We also offer a 401(k) plan, stock purchase plan, paid time off, life insurance, disability plans and other optional supplemental coverage.
Werner Enterprises provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, genetic information or veteran status or other status protected by law. We encourage applicants of all ages as we do not discriminate on the basis of an applicant's age.
By clicking “Submit” you are expressly consenting to our Privacy Policy (available at https://www.werner.com/privacy-policy/) and to Werner Enterprises, Inc., its representatives, and affiliates (“Werner”) contacting you about your inquiry, and that Werner may collect sensitive information about you to consider your employment as explained further in our Privacy Policy. All information collected will be handled and retained as explained in the Privacy Policy.
