Vice President of Carrier Sales

Job Description:

PRIMARY FUNCTION

Reporting Structure:

• Directly oversees leadership responsible for:
  • Carrier Sales, Strategic Sourcing, Routing Guides & Tracking
  • Carrier Profiles, Carrier Onboarding and Compliance
  • Special Operations: LTL, High Value, High Risk, Over-Dimensional Carrier Sales

Responsibilities:

• Develops and manages organizational structure, staffing models, workforce planning, hiring, compensation, incentives, talent development and employee performance measures.
• Establishes and executes carrier sales strategies designed to support growth, profitability, risk management, competitive capacity cost, carrier relationships and premium service.
• Develops and enforces strict carrier selection standards and risk management policies aligned with strict carrier profile rules, customer requirements, insurance requirements and secure carrier interactions.
• Leads automation and process improvement initiatives focused on increasing efficiency, scalability, productivity, and service consistency.
• Collaborates with pricing, systems and sales teams to provide capacity market intelligence, capacity confidence assessments, and carrier cost estimations on active loads and future opportunities.
• Represents brokerage operations to TMC’s shipping customers both virtually and in person.
• Oversees vendor relationships associated with carrier sourcing, freight visibility, payment solutions, risk monitoring, transportation technology, and operational support services.
• Partners with Training to establish role-based training journeys within the Learning Management System (LMS) and ensure effective onboarding, coaching, and continuing education programs.

QUALIFICATIONS/EXPERIENCE

• Minimum of 10 years of transportation, logistics, brokerage, or supply chain leadership experience.
• 5+ years leading a management team in a multi-location organization.
• Proven experience developing carrier networks, procurement strategies, and brokerage operations.
• Experience leading technology & workflow efficiency initiatives.
• Strong understanding of logistics compliance, risk management and secure carrier transactions.
• Demonstrated success in hiring, performance management, talent development, and structure.
• Strong analytical and financial acumen with the ability to navigate markets with capacity strategy.
• Excellent oral, written, presentation, and executive communication skills.
• Strong problem-solving, decision-making, and strategic planning abilities.

PHYSICAL REQUIREMENTS AND WORK ENVIRONMENT

The physical requirements and work environment described are representative of those present while performing the essential functions of this position.

• Travel 25-50%.  Mostly to network locations with added potential for customer visits.
• Position must reside in Des Moines IA or Columbia SC
• Must lead with poise making sound decisions in a fast-paced and high-pressure environment.

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