Director Carrier Sales

The Role: Our client is building a nearshore carrier sales division in Guadalajara that serves US clients, and we need its first senior leader. You will design the operating model, the training and certification standard, and the local leadership team that runs it. The division moves clients toward strategic capacity procurement and keeps delivering coverage-based support where clients need it today.

Responsibilities: Own division strategy, gross profit, and unit P&LBuild a pre-vetted carrier network with standards for authority, insurance, safety, and fraud and double-brokering exposure Run capacity diagnostics with each client and design deployments matched to their model: buy-sell, pod, or cradle-to-grave Grow the Carrier Sales Academy into a certification program, including AI-based role-play simulations Serve as the senior carrier sales voice with prospects and client executives, and support pre-sales and pricing Set the KPI framework and rate guardrails: margin per load, lead-time utilization, same-day fall rate, and 90-day carrier retention Lead 3 to 5 direct reports at start, growing to 20 to 30 indirect reports within 12 months Qualifications 8 to 12 years in carrier sales, capacity procurement, or brokerage operations at a US freight brokerage or 3PL3 to 5 years leading carrier sales or capacity teams with accountability for P&LRecord of building repeat carrier partners who deliver at or below market rates Working knowledge of buy-sell, pod, and cradle-to-grave models, with openness to all three Experience training and ramping carrier sales reps; curriculum or certification design preferred Fluency in dry van, reefer, flatbed, drop trailer, and team service Carrier compliance and fraud awareness Native or fully bilingual English; Spanish is a plus Bachelor's degree in Business, Supply Chain, Logistics, or a related field preferred Tools: TMS (McLeod, Mercury Gate, Turvo, Revenova), DAT, Truckstop, SONAR, RMIS or Highway Pertaining to: Freight Brokerage, Freight Services, Freight Coordination, Cargo Delivery, Transport Logistics, Logistics Management, Transportation Services, Brokerage for Transportation, Trucking Industry, Trucking Brokerage Services, Full Truckload Brokerage, Supply Chain Management, Supply Chain Solutions, Third-Party Logistics (3PL), External Logistics, Shipping Services, Non-Asset-Based Logistics, Independent Freight Brokerage, Over-the-Road (OTR) Transport, Tanker Freight, Bulk Freight, Heavy Hauling, Hopper Freight, Specialized Freight, Oversized Loads, Special Permit Hauling, Liquid Bulk Transport, Dry Bulk Transport, Business Development Strategies, Networking Outreach, Cold Outreach, Revenue Expansion, Rate Negotiation, Customer Relations, Request for Proposal (RFP), Request for Quote (RFQ), Growth Strategies, Enterprise Solutions, Customer Relationship Management (CRM), Prospecting, Client Acquisition, Relationship Management, Self-Sufficient Contributor, Collaborative Team Member, Independent Worker, and Individual Performer.