Carrier Sales Representative

Last Updated:
January 20, 2024

Job Description Overview

A Carrier Sales Representative job description involves working in the transportation industry to deliver goods to clients by coordinating the shipment process between carriers and customers. As a Carrier Sales Representative, you will be the main point of contact between shippers and carriers, negotiating freight rates, tracking shipments, and ensuring customer satisfaction. You will be responsible for managing multiple accounts daily and must have strong organizational and multitasking skills. You should be able to work in a fast-paced environment, have excellent communication and customer service skills, and possess critical thinking and problem-solving abilities. The Carrier Sales Representative job description requires you to be an effective team player while working independently to meet sales and revenue targets. It's your job to ensure the timely delivery of goods and maintain relationships with customers and carriers by providing exceptional service.

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Job Duties and Responsibilities

  • A Carrier Sales Representative negotiates prices with carriers for shipping services.
  • They build relationships with carriers to establish long-term partnerships.
  • They manage transportation logistics to ensure shipments arrive on time and meet customer expectations.
  • They track shipments and maintain communication with carriers and customers throughout the transportation process.
  • They develop and maintain a database of carriers to select from for each shipment.
  • They optimize shipping routes and methods to reduce costs and increase efficiency.
  • They collaborate with other departments within the company, including sales and operations, to ensure customer satisfaction.
  • They may attend industry events and tradeshows to network and stay up-to-date on industry trends.
  • They may analyze market trends and recommend new carriers or transportation methods to stay competitive.
  • They may provide training or guidance to other team members on industry best practices and procedures.

Experience and Education Requirements

To become a Carrier Sales Representative in the Transportation industry, you need a mix of education and experience. Most employers will want you to have at least a high school diploma or equivalent, but some may prefer an associate's or bachelor's degree in business, marketing or logistics. You'll also need to have experience in sales or customer service, preferably in the transportation or logistics industry. You'll need excellent communication and negotiation skills, as well as the ability to work well under pressure. It's important to be comfortable with technology and have a good understanding of transportation operations. Having a positive attitude and being willing to learn and adapt are also key qualities that employers look for.

Salary Range

As a Carrier Sales Representative in the transportation industry, the expected salary range in the United States falls between $35,000 to $85,000 per year, with an average salary of $53,641 according to Glassdoor. However, salary can vary based on several factors, including experience, location, and the company for which one works. In Canada, the average salary for a Carrier Sales Representative is around CA$45,994 per year, according to PayScale.

It's important to note that commission and bonuses can make up a significant portion of a Carrier Sales Representative's salary. With that said, the actual salary range can exceed the numbers mentioned above in some cases. 


  • Glassdoor:,28.htm
  • PayScale:

Career Outlook

A Carrier Sales Representative is a professional who works for transportation companies to find new business and manage existing client relationships. The career outlook for this role is expected to grow over the next five years at a rate of 10.7%, faster than the average for all occupations. This is due to an increasing demand for transportation services, particularly with the rise of e-commerce and online retail. Carrier Sales Representatives will play an integral role in managing relationships with transportation carriers to ensure timely and efficient deliveries. This growth is supported by data from the Bureau of Labor Statistics and job posting websites like Glassdoor and Indeed. A career as a Carrier Sales Representative offers great opportunities to work with a variety of industries and clients, in a fast-paced environment.

Frequently Asked Questions (FAQ)

Q: What is a Carrier Sales Representative in the transportation industry? 

A: A Carrier Sales Representative is a professional who is responsible for developing and maintaining relationships with carriers, negotiating rates, and ensuring that shipments are delivered on time.

Q: What are the job responsibilities of a Carrier Sales Representative? 

A: A Carrier Sales Representative is responsible for identifying potential carrier partners, negotiating rates, coordinating shipments, resolving issues, and developing long-term relationships with carriers.

Q: What skills are needed to become a successful Carrier Sales Representative? 

A: The job requires excellent communication, negotiation, and problem-solving skills. Being organized, being able to manage time effectively, and having a strong attention to detail is also crucial in this industry.

Q: What is the typical work environment for a Carrier Sales Representative? 

A: Carrier Sales Representatives typically work in an office environment or remotely from their home office. They may also travel to meet with carriers or attend industry events.

Q: What qualifications are required to become a Carrier Sales Representative? 

A: A Bachelor's degree in transportation, logistics, or a related field is often preferred. Relevant experience in sales or customer service within the transportation industry is also highly valued. It's also essential to be proficient with technology and have experience using transportation management software.

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