Director of Carrier Sales

Irvine, CA

This role is remote OR onsite.

Zuum is a rapidly growing, tech startup which is transforming the $1.2 trillion logistics industry. Zuum connects enterprise shippers to carriers on an automated platform. To better understand what we are about, please check out our website Zuum Transportation and our Career Page.

The Director of Carrier Sales serves as the primary business contact for Zuum and the transportation carrier industry, and will manage and lead the team of Regional Carrier Relations Managers. This person is expected to consistently provide excellent lines of communication between the carriers, Zuum, and its clients, while building stronger relationships and a core carrier group. Candidates must have a minimum of 5 years experience as a carrier sales management role, and minimum 75 Million in revenue annually managed.

Responsibilities:

• Carrier Network Development:
  • Develop and execute strategies to expand and optimize our carrier network, ensuring coverage across various service areas and equipment types.
  • Identify and onboard new carriers, conducting due diligence and evaluating their capabilities, reliability, and compliance.
  • Collaborate with carrier sales representatives to target and acquire strategic carrier partnerships.
• Carrier Relationship Management:
  • Build and maintain strong relationships with carriers, serving as the main point of contact and trusted advisor.
  • Develop and implement initiatives to enhance carrier satisfaction, loyalty, and performance.
  • Address carrier inquiries, concerns, and issues promptly and professionally, finding effective resolutions.
• Contract Negotiation and Management:
  • Negotiate carrier contracts, rates, and service agreements to ensure competitive and cost-effective transportation solutions.
  • Collaborate with the legal and finance teams to review and finalize carrier contracts and maintain accurate records.
  • Continuously monitor market conditions, carrier performance, and industry trends to inform contract negotiations and adjustments.
• Carrier Performance Optimization:
  • Track and analyze carrier performance metrics, including on-time delivery, service quality, and customer feedback.
  • Implement performance improvement initiatives, providing feedback and guidance to carriers for continuous improvement.
  • Collaborate with operations and customer success teams to address carrier-related issues and ensure exceptional service.
• Compliance and Risk Management:
  • Ensure carrier compliance with legal and regulatory requirements, including licensing, insurance, and safety standards.
  • Monitor carrier compliance documentation, certifications, and operating authorities to mitigate risks.
  • Collaborate with the legal and risk management teams to address compliance and risk-related issues.
• Data Analysis and Reporting:
  • Gather and analyze carrier-related data to generate insights and recommendations for operational and strategic decision-making.
  • Prepare regular reports and presentations on carrier performance, market trends, and network optimization.
  • Collaborate with cross-functional teams to align carrier solutions with business objectives and customer needs.

Experience:

• Generally requires a Bachelor’s Degree in Logistics or related field and a minimum of 5 years industry experience with an emphasis on carrier pricing & negotiation.
• Expert Experience in the Truckload industry as a shipper or carrier with a strong emphasis on carrier market conditions for capacity and pricing. 
• Ability to effectively communicate and negotiate with an executive presence.
• Extensive knowledge in evaluating, proposing and implementing cost saving logistics solutions.
• Detailed knowledge of carrier contracts, compliance, regulation, commodities and rates within the Truckload industry for both Spot and Contract.
• Sense of urgency with ability to prioritize with an emphasis on quality.
• Fluent in (minimum 7 years’ experience) LTL, Contractual Truckload, and Spot Market Truckload pricing and negotiations.
• Proven experience in carrier management, carrier sales, or a similar role within the freight brokerage or logistics industry.
• Strong leadership and people management skills, with the ability to motivate and guide teams.
• Excellent communication and relationship-building skills, with the ability to interact with carriers and stakeholders at all levels.
• Deep understanding of carrier management, transportation regulations, and industry best practices.
• Strong negotiation and contract management skills, with the ability to drive favorable terms and agreements.
• Analytical and problem-solving abilities, with proficiency in data analysis and reporting.
• Highly organized and detail-oriented, with the ability to manage multiple priorities and stakeholders.

Travel/Unique Working Hours:

• This position may require occasional travel to various locations to support client meetings, attend conferences, and collaborate with team members, ensuring a dynamic work experience.
• This position may require working overtime, evenings, or weekends.

Zuum offers a competitive total compensation package: medical, dental, vision, 401k, paid holidays, and PTO.  Includes 100% employee coverage for medical HMO plans.  Applicants must be a U.S. Citizen or a Permanent Resident.  A hybrid work schedule will be available after 3 months of on-site training.  Those who appear best qualified, based on the written information submitted, will be contacted.  Zuum Transportation, Inc. is an Equal Opportunity Employer.

No Recruiters, Please!