Carrier Sales Representative

Key Responsibilities:

• Account Optimization & Revenue Growth: Drive organic revenue growth within assigned key accounts by providing efficient transportation solutions and competitive pricing. Actively work to capture greater market share across existing customer networks and lanes.
• Rate negotiation: Research spot markets, lane trends, and equipment availability to negotiate competitive quotes, rates, and pricing solutions for prospects and customers.
• Carrier Sourcing & Capacity Procurement: Source, qualify, and build strong relationships with motor carriers (asset-based, owner-operators, and fleets) to match available capacity with customer freight daily.
• Shipment Execution & Tracking: Execute shipments from tender to delivery, dispatching carriers, confirming appointments, and utilizing real-time visibility tools (e.g., MacroPoint, MyCarrierPortal) to track progress and proactively resolve service issues.
• System Accuracy & Order Processing: Process customer order entries, update load details, and maintain accurate data within the TMS (e.g., Aljex) to ensure smooth workflows for operational execution and accounting/invoicing.
• Cross-Functional Collaboration: Collaborate closely with internal operations, senior management, and accounting to ensure customer needs are fully supported, service failures are escalated, and operational goals are met

Required Qualifications:

• Education & Experience: Bachelor’s degree preferred; only candidates with Carrier Sales Experience will be considered, full-cycle account management, or transportation operations experience.
• Technical Skills: Intermediate to advanced computer knowledge, including proficiency with standard desktop applications (spreadsheets, DAT, Highway and Saferweb) and comfort learning new logistics systems.
• Industry Tools: Hands-on experience with TMS platforms (e.g., Aljex), real-time tracking solutions (e.g., MacroPoint), and carrier onboarding tools (e.g., MyCarrierPortal).
• Sales & Negotiation: Proven track record in business development, cold calling, relationship building, and closing spot/contract pricing.
• Operational Skills: Exceptional organization, detail orientation, and ability to prioritize in a high-volume, fast-paced environment.

Preferred Skills:

• Active portfolio or background in developing new shipper accounts.
• Deep understanding of U.S. over-the-road transportation, market trends, regional lane capacity, and equipment types.
• Consistent history of achieving sales KPIs, margin targets, and high customer retention

Pay Range: $22.00 to $32.00 per hour

Benefits: Medical, dental, and vision insurance; 401(k) retirement plan; paid sick leave; life, accidental death & dismemberment (AD&D), and long-term disability (LTD) insurance; and optional voluntary life/AD&D coverage. Benefits are subject to eligibility and applicable plan terms.

Why work at BTI?

We’re committed to creating a workplace where employees feel valued, supported, and empowered to grow. Our team benefits from competitive compensation, comprehensive health and wellness offerings, and opportunities for professional development. We are proud to be an equal opportunity employer and make all employment decisions without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, veteran status, or any other legally protected status.

We comply with all applicable federal, state, and local employment laws, including those related to fair hiring practices, pay transparency, workplace safety, and reasonable accommodations. We are dedicated to maintaining an inclusive environment where everyone has the opportunity to succeed and contribute meaningfully.