Senior Carrier Sales, Pricing

Duties and Responsibilities  

Pricing and bids (primary)

• Own the pricing function for the General Cargo and Special Projects divisions: spot quotes, RFQs, RFPs, mini bids and project tenders.
• Deliver fast, accurate spot quotes with real-time carrier validation; improve quote turnaround and communication of rates to customers.
• Lead bid responses end to end: analyze customer lane and volume data, build lane-by-lane pricing, secure carrier capacity behind proposed rates, and meet every submission deadline.
• Price Special Projects moves (oversize/overweight, heavy haul, flatbed, multi-stop and multi-modal), including permits, escorts, route surveys, accessorials and routing constraints.
• Develop and maintain cross-border and domestic rate sheets and lane benchmarks using historical load data and market tools (DAT, Loadlink, ITS).
• Track quote and bid performance (hit ratio, win/loss reasons, awarded vs. actual margin, post-award volume compliance) and recommend pricing adjustments.
• Monitor and communicate market conditions (capacity, fuel, seasonality, cross-border and regulatory changes) to Sales and management.
• Work closely with the BDMs on RFP strategy, customer rate reviews and customized solutions.

Carrier network and execution

• Negotiate rates with carriers to protect target margins on both spot and contracted business.
• Establish a validated, diversified partner carrier network across North America in dry, reefer, flatbed and specialized equipment; secure committed capacity for awarded lanes and projects.
• Ensure carrier compliance and that carrier performance KPIs are met.
• Understand insurance implications, including cargo value and liability on high-value project freight; provide OS&D and claims assistance.
• Use expert knowledge of Truckmate to recommend improvements to day-to-day operations and quoting (Brokerage dispatch, Command Center, Customer Service, Trip Tracer, Customer/Vendor modules).

Team leadership (player/coach)

• Coach and mentor carrier sales representatives on pricing, negotiation and 3PL solutions; share knowledge both ways.
• Support the operations team's targets for booked loads per month and scheduled freight bills per week through competitive, profitable pricing.
• Drive net-new business by winning quotes and bids in support of the Managing Director and BDMs.
• Ensure deadlines are met with the highest quality of work; keep all parties informed of route changes, delays and freight concerns.

Requirements and Qualifications

• 5+ years in the 3PL/freight brokerage business, including 2+ years in pricing, carrier sales or transportation procurement.
• Proven experience building and submitting RFQ/RFP and mini-bid responses, including lane-level pricing and capacity commitments.
• Expert Excel (pivot tables, lookups, large lane and bid datasets) and advanced knowledge of TMS and rate/load tools (TMW/Truckmate, DAT, Loadlink, ITS).
• Advanced knowledge of North American geography and of fleet equipment, including flatbed, step deck, RGN/lowboy and multi-axle configurations.
• Analytical and commercially minded: you see the margin in every quote and can explain win/loss.
• Excellent communication and negotiation skills, verbal and written, in English; French an asset.
• Quick thinking under multiple concurrent bid deadlines; strong work ethic and time management.
• Ability to motivate and coach an operations team to daily, weekly and monthly goals.

Strong assets

• Project cargo, oversize/overweight or heavy-haul pricing experience.
• Working knowledge of permitting, escort and regulatory requirements across Canadian provinces and U.S. states.
• Experience with intermodal/multi-modal pricing.

Additional Information:

This posting represents a current vacancy.
We use automated tools to support application screening.