Director Carrier Sales

4 weeks ago

Indianapolis, United States Bison Transport Inc. Full time

BISON Transport USA is currently looking for a Carrier Sales Director to join its office in Indianapolis.


The Carrier Sales Director (CSD) is accountable for the daily and ongoing function of the Bison Logistics capacity procurement team. This includes the monitoring of freight volumes, service levels, margins, carrier performance, carrier and order growth and maintaining the overall performance of the department. As a brokerage leader, the CSD is required to manage the adherence to brokerage standard practices to ensure best practices are being leveraged to achieve optimum results.


We need someone with a passion for creating, building and maintaining tight relationships with carriers. This person needs to be in-tune with current market conditions and have some cost management experience. We need a people leader and a business manager. Looking for someone to help scale the department from the ground up.


Logistics Brokerage Management

  • The CSD is responsible for monitoring the key functions of Logistics and making any inputs necessary on a given day (either directly or indirectly) to fill gaps identified.
  • Sensitivity and vision are necessary to properly match required and available resources in the department. Key areas are longer-term freight and carrier availability, timeliness, and accuracy of communication with customers and carriers, troubleshooting and balance management, as well as tracking progress to established volume, margin, cost to purchase transportation (CPT), equipment spend and level of service (LOS) targets.
  • A key factor in reaching margin targets is rate negotiation, and the CSD needs considerable expertise to both do and guide others as they do.
  • The CSD is the key leader in monitoring business profitability which includes the management of cost of purchased transport (CPT) compared to rates levels on the loads being moved and acting on business in the network that is not producing satisfactory margin.


Carrier Development & Carrier Management

  • The CSD must manage the overall performance, growth and satisfaction of the Logistics carrier base. With this, carrier capacity growth and retention must be realized to support the capacity needs of the business and its customers.
  • The CSD will diligently manage the carrier performance metrics and ensure the necessary actions are taken with either carriers or internal staff to achieve desired results.
  • With either direct involvement or through other brokerage leaders, the CSD will ensure that regularly scheduled carrier reviews are conducted to support proactive carrier management addressing the needs of the Logistics carriers and the business.


Carrier programs and Data Management

  • The CSD will work collaboratively with internal resources to develop roll out and ensure the utilization of, carrier programs. Carrier programs will support the overall carrier development & loyalty initiatives.
  • By researching what programs are being offered in the marketplace, the CSD will work to position Bison Logistics as a preferred 3PL to current and future carriers. Building internal relationships with various Bison department leaders, the CSD will leverage internal expertise and buying power to create attractive offerings to the carrier base.


Employee Performance Measurement, Staffing and Recruiting

  • Through regularly scheduled one on one, the CSD is responsible to proactively address employee performance, satisfaction, and development through honest and constructive dialogue.
  • The CSD is responsible for the ongoing review, performance management, discipline, and motivation of Logistics employees through day-to-day monitoring and supervision of employees. The CSD, and leaders that report into this role, must ensure that expectations are understood, necessary training and feedback are provided, and results are being achieved by Logistics staff supported by performance metrics.


What Will You Need to Succeed?

  • Minimum of 3-5 years selling 3PL and Transportation Services required.
  • Minimum of 2-3 years of people management experience in transportation services.
  • Bachelors Degree Preferred, Highschool Diploma required.
  • Must possess the ability to remain hands-on, "in the weeds" so to speak, in building the role and department.
  • Must have a strong sales background and understand how to lead other members of the brokerage team.

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