VP of Carrier Sales

Job Description

Job Description

Description:

About Edge Logistics

Edge Logistics is a performance-driven freight brokerage and logistics company focused on exceptional customer experience, reliable carrier partnerships, and operational excellence. We combine disciplined processes with modern technology to deliver consistent results.

Position Summary

The Vice President of Carrier Sales is responsible for leading the company's carrier procurement strategy, carrier sales organization, and transportation capacity network. This executive role is accountable for developing a high-performing Carrier Sales team that consistently delivers reliable capacity, competitive transportation costs, operational excellence, and exceptional service to customers.

The VP of Carrier Sales partners closely with Operations, Sales, Account Management, Pricing, Technology, and Risk Management to optimize carrier performance, improve operational efficiency, strengthen carrier relationships, and support the company's strategic growth objectives.

Core Responsibilities

1. Carrier Strategy & Capacity Management

• Develop and execute the company's carrier procurement and capacity strategy.
• Expand and strengthen the carrier network across all transportation modes.
• Build strategic carrier partnerships to improve service, pricing, and capacity.
• Improve carrier engagement, retention, and preferred carrier utilization.
• Ensure adequate carrier capacity during seasonal demand and market disruptions.
• Develop contingency plans for high-value, expedited, and high-risk freight.

2. Operational Excellence

• Lead initiatives that improve freight coverage and execution quality.
• Reduce Give Back and Roll percentages while improving overall Coverage Rate.
• Improve first-pass freight acceptance and carrier commitment.
• Standardize sourcing workflows and best practices across the Carrier Sales organization.
• Identify process improvements that increase efficiency, productivity, and service consistency.
• Ensure compliance with company operating procedures and carrier standards.

3. Leadership & Talent Development

• Recruit, hire, develop, and retain top Carrier Sales talent.
• Coach and mentor Carrier Sales Managers and Team Leads.
• Establish clear performance expectations and accountability measures.
• Build succession plans and leadership development programs.
• Foster a culture centered on urgency, collaboration, accountability, continuous improvement, and customer service.

4. Financial & Business Performance

• Optimize transportation buy rates while maintaining service excellence.
• Improve profitability through strategic carrier procurement and sourcing decisions.
• Partner with Pricing to balance competitiveness with margin objectives.
• Monitor freight market conditions and proactively adjust procurement strategies.
• Support budgeting, forecasting, and operational planning initiatives.

5. Technology, Analytics & Continuous Improvement

• Champion technology adoption throughout Carrier Sales.
• Utilize data and analytics to drive operational decisions.
• Develop KPI dashboards and reporting that improve visibility and accountability.
• Partner with Technology and Analytics teams to automate manual processes and improve system utilization.
• Continuously evaluate new technologies that enhance productivity and carrier engagement.

Key Performance Indicators

The Vice President of Carrier Sales will be measured on the organization's ability to improve operational performance, productivity, and financial results, including:

• Coverage Rate
• Give Back Rate
• Roll Rate
• First Pass Success Rate
• Loads Covered per Representative
• Loads Covered per Representative per Day
• Carrier Retention & Preferred Carrier Utilization
• Transportation Buy Rate Performance
• Gross Margin Contribution
• Employee Engagement & Retention
• Technology Adoption & Process Compliance

Qualifications Required

• 10+ years of freight brokerage or third-party logistics experience.
• 7+ years of progressive leadership within Carrier Sales.
• Demonstrated success leading high-performing Carrier Sales organizations.
• Strong understanding of truckload capacity procurement, carrier sourcing, and transportation market dynamics.
• Experience developing leaders and managing multi-location teams.
• Proven ability to improve productivity through operational process improvements and technology adoption.
• Strong analytical, financial, and executive communication skills.

Preferred

• Experience supporting a large enterprise freight brokerage.
• Experience leading both domestic and nearshore/offshore Carrier Sales teams.
• Experience implementing transportation technology, automation, and analytics platforms.
• Bachelor's degree in Business, Supply Chain, Logistics, or a related field.

Leadership Competencies

• Strategic Leadership
• Operational Excellence
• Financial Acumen
• Talent Development
• Executive Communication
• Change Management
• Data-Driven Decision Making
• Customer & Carrier Relationship Management
• Continuous Improvement Mindset

Travel

Up to 25% travel, including customer visits, carrier meetings, industry conferences, and company office locations as needed.

Edge is an equal opportunity employer and considers applicants for all positions without regard to race, color, creed, religion, sex, age, national origin, marital status, disability, or sexual orientation. All applicants will be considered solely based on their qualifications.

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