Job Description

Carrier Sales Representative

At Five Star Trucking, we're not looking for order-takers. We're looking for a deal-maker someone who thrives on the hunt, builds real relationships, and knows that in this industry, your carrier network is everything.

As a Carrier Sales Representative, you'll be at the center of our operation connecting the dots between Five Star Trucking's customers' freight needs and the carriers who can move it. You'll build the capacity that keeps our business running, negotiate the rates that keep us profitable, and develop the partnerships that keep our carriers coming back. This is one of the most impactful seats in our company.

This role is high-ownership, high-activity, and high-reward. Day to day, you will:

• Build and grow a carrier network prospecting new carriers through cold calling, research, lead generation, and relationship development
• Negotiate rates and contracts with confidence, balancing competitive pricing with margin protection
• Source and secure capacity for customer loads, qualifying carriers and strategically matching them to available freight
• Manage the full load lifecycle from dispatch and scheduling to real-time communication with drivers and carrier contacts through delivery
• Track everything leads, contacts, load status, and carrier data accurately and consistently in our TMS
• Collaborate cross-functionally with customer sales, account management, and operations to support business growth
• Solve problems in real time when freight doesn't go as planned, you find the answer fast and keep the customer whole
• Mentor teammates and contribute to department initiatives as you grow in the role
• Take rotating on-call responsibilities and handle issues that arise outside of normal business hours because freight doesn't stop at 4:30

You're the kind of person who picks up the phone instead of sending an email. You're persistent without being pushy. You build trust quickly and protect it fiercely. You might describe yourself as:

• A natural connector you remember names, follow up without being reminded, and genuinely enjoy building relationships
• Competitive by nature you want to win the load, beat the rate, grow the book
• Cool under pressure a late truck or a difficult carrier doesn't rattle you; it motivates you to find a solution
• A self-starter you don't wait to be told what to do next; you know what needs to happen and you go do it
• A team player with a hunter mentality you compete hard and collaborate harder
• Mission-curious you want to understand the "why" behind the business, not just execute tasks
• Growth-oriented you want to get better every week, and you're not afraid to ask questions to get there

We set our team up to work efficiently and competitively. In this role, you will leverage:

• Transportation Management System (TMS) for load tracking, carrier data, and shipment management
• Load Boards & Capacity Tools including DAT, Trucker Tools, and similar industry platforms
• CRM / Lead Tracking Tools to manage your carrier pipeline and activity-based outreach
• Microsoft Office Suite & Google Workspace (GSuite) for daily communication, reporting, and documentation
• Phone your most important tool. You will use it constantly.

In 90 days, you're navigating Five Star Trucking's systems, building your carrier base, and covering loads independently. In 6 months, you're a known name in your carrier network, contributing to cross-functional wins, and hitting your activity and coverage metrics. In a year, you're one of the people we look to for carrier strategy, mentorship, and what's next.

More specifically, success in this role looks like:

• A growing, active carrier portfolio aligned to our key freight lanes
• Consistent load coverage with minimal service failures
• Competitive negotiated rates that protect margin without burning carrier relationships
• Clean, accurate data in the TMS always
• A reputation internally and externally as someone who delivers and communicates with integrity
• An on-call rotation you show up for no excuses

Five Star Trucking believes in transparency. Here's what this role is not:

• A 9-to-5 with hard stops freight moves around the clock. Rotating on-call and occasional after-hours situations are part of the job.
• A passive account management role you are expected to actively prospect, cold call, and build new relationships continuously.
• A solo performer position you'll work closely with customer sales, operations, and account management. Collaboration is non-negotiable.
• A role where you wait for leads to come to you your pipeline is your responsibility. You build it.
• A fit for someone who avoids conflict negotiating rates and solving service issues requires directness, confidence, and calm under pressure.

We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This job posting in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.

Required:

• High school diploma or equivalent
• 24 years of experience in carrier sales, freight brokerage, transportation operations, or a related field
• Prior sales experience pipelining, cold calling, lead generation or a strong desire to grow into the profession
• Strong verbal and written communication skills; excellent phone presence and follow-through
• Proven ability to build and maintain relationships in a high-volume, fast-paced environment
• High attention to detail with the ability to multitask across competing priorities
• Basic knowledge of DOT regulations and multi-state geography
• Proficiency with computers, Microsoft Office Suite, and Google Workspace
• Self-motivated with strong problem-solving and issue resolution skills

Preferred / A Definite Plus:

• Truckload brokerage experience
• Experience with temperature-controlled or produce freight
• Existing carrier relationships in key lane markets
• Familiarity with EOS (Entrepreneurial Operating System)
• Prior experience in the trucking or transportation industry

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