Freight Brokerage Sales Representative
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AI Summary
The representative is responsible for generating new business and building a profitable book of freight brokerage accounts through outbound prospecting. They will manage the full sales cycle from discovery and pricing to onboarding and long-term relationship management.
This is a remote position.
Freight Brokerage Sales Representative
Location: Remote, United States
Job Type: Full-Time, Direct Hire
Work Arrangement: Fully Remote
Position Overview
The Freight Brokerage Sales Representative is responsible for generating new business, developing shipper relationships, and building a profitable book of freight brokerage accounts.
This is a fully remote role for a proven sales hunter who can independently manage the complete sales cycle, including prospecting, discovery, pricing, proposal development, negotiation, account onboarding, and long-term relationship management.
The ideal candidate brings freight brokerage or transportation sales experience, strong outbound prospecting skills, and a demonstrated ability to build customer accounts from the ground up. An active or partially transferable book of business is strongly preferred but not required.
Key Responsibilities
- Identify, prospect, and develop new shipper accounts across the United States
- Build a consistent pipeline through cold calling, email outreach, networking, referrals, social selling, and industry relationships
- Engage transportation, procurement, operations, logistics, and supply chain decision-makers
- Conduct discovery calls to understand freight volumes, lanes, equipment needs, service challenges, and pricing expectations
- Develop customized truckload and freight brokerage solutions based on customer requirements
- Prepare pricing recommendations, lane analyses, proposals, and customer presentations
- Negotiate rates and commercial terms while protecting company profitability
- Manage customer relationships from initial outreach through shipment execution and account growth
- Coordinate with operations, dispatch, carrier sales, safety, accounting, and leadership teams to onboard and support new accounts
- Identify additional lanes, facilities, and transportation opportunities within existing accounts
- Resolve service, scheduling, pricing, claims, documentation, and billing issues
- Maintain accurate CRM records, sales activity, opportunities, forecasts, revenue, shipment volume, and gross profit
- Monitor truckload capacity, fuel costs, carrier availability, seasonal trends, and lane-specific market conditions
- Collaborate with asset-based operations to identify freight that aligns with available company equipment
- Develop brokerage solutions for overflow freight, specialized equipment needs, out-of-network lanes, and customer capacity gaps
- Follow company procedures related to carrier qualification, insurance, fraud prevention, credit approval, and customer onboarding
Requirements
- Minimum 2 years of freight brokerage, transportation, third-party logistics, or supply chain sales experience
- Proven success generating new business through outbound prospecting
- Experience managing a complete business-to-business sales cycle
- Strong understanding of truckload pricing, carrier capacity, lane markets, and shipment execution
- Ability to build relationships with manufacturers, distributors, retailers, contractors, and other freight-shipping organizations
- Strong cold-calling, negotiation, presentation, and closing skills
- Ability to work independently and remain productive in a fully remote environment
- Strong organizational, time-management, and follow-up skills
- Experience using CRM and transportation management systems
- Proficiency with Microsoft Office, virtual meeting platforms, email, and online prospecting tools
- Strong professional communication skills
Preferred Qualifications
- Active or partially transferable book of shipper business
- Consistent history of producing monthly gross profit
- Existing relationships with transportation and supply chain decision-makers
- Experience selling flatbed, open-deck, dry van, specialized, bulk, project, or truckload freight
- Background with an asset-based carrier, freight brokerage, or third-party logistics provider
- Experience developing accounts from initial cold outreach through long-term customer growth
- Knowledge of customer credit, carrier compliance, claims, and freight-market pricing
- Experience selling transportation services nationwide
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