Director of Carrier Sales

Job Title: Director of Carrier Sales                                             

Division:           Carrier Sales

Reports To:       Chief Executive Officer                                               

FLSA Status:     Full-Time; Exempt

POSITION SUMMARY

The Director of Carrier Sales is a senior leadership role at Zipline, overseeing the Carrier Sales department. This data-driven role leads the Regional Managers in successfully cultivating the roadmap for a prosperous service offering within their regions and drives the organization to success through metrics. As a member of the leadership team, this role is critical to the success of Zipline.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Strategy/Department Collaboration

• Lead the Carrier Sales function of Zipline, driving the department towards growth and success.
• Promote the development and use of strategic carriers.
• Drive high level strategy through the Carrier Sales team to ensure internal and external business alignment.
• Develop and drive adherence to process and policy through Carrier Sales team and strategies for continuous improvements.
• Work with leaders in the organization across multiple offices to organize and implement new processes as needed.
• Help team to identify deficient areas of service and strategically engage an untapped carrier base to fill in the gaps.
• Lead the Regional Managers in developing a strategy for modal expansion within the region and in collaborating with team to negotiate long-term pricing on consistent lanes.
• Maintain relationships with individuals within a carrier organization.
• Provides support to sales, customer operations, accounting, and other operations teams when needed.

Data/Market Insights:

• Maximize margin and manage risk by interpreting and applying historical data and market information.
• Maintain a finger on the pulse of key industry news, trends, and market events, and disseminate the information internally.
• Identify and communicate market changes to internal and external stakeholders and adjust strategy accordingly.
• Analytically understand the different pricing and brokerage models while taking advantage of existing data.
• Own and manage the team’s HOT performance and KPI’s – pushing individuals to success, report daily activity, and resolve any shortcomings.

Leadership/Management of Team:

• Lead the team as it manages the freight from origination to destination and takes responsibility for any occurrences while solving both constructively and timely.
• Promote growth of the Carrier Team by actively participating in the hiring process, training, coaching and delivering clear expectations.
• Proactively address concerns, conflicts and interactions with team members. Complete performance evaluations and manage paid time off.
• Oversee all team functions as it relates to dispatching trucks, updating orders and load board in the McLeod TMS system.
• Manage workforce planning for Carrier Sales department, ensuring the department has the right number of employees in each region and to support company goals.
• Work with Director of Training and Development on continuous training for team and new hire training.
• Oversee after hours and weekend scheduling.
• Work with Regional Managers to coordinate and run daily team huddles and schedule off-the-floor team meetings to discuss larger regional items.
• Lead department wide meetings, announcements and provide transparency when initiatives change.

MINIMUM QUALIFICATIONS

• Minimum 5 years of experience in carrier business development, carrier operations and carrier pricing and negotiations in a third-party logistics environment.
• Minimum 3 years of management experience.
• Advanced knowledge of geography, transit times, and time zones.
• Experience with a transportation management system (TMS). Experience in McLeod preferred but not required.
• Strong communication skills, both written and oral, and interpersonal skills, with the ability to clearly and effectively communicate with people in all levels of the organization.
• Ability to effectively negotiate with carriers regarding market rates.
• Results oriented with the drive to want to grow within the organization.
• Analytical mindset and data driven.

Work among the best -- and the most fun!

• Columbus Business First Best Place to Work
• CYP Club Wonderful Workplace for Young Professionals
• BBB Torch Award for Ethics
• Inc 5000 and Fast 50 Fastest Growing Company

Zipline Logistics is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

Zipline Logistics is committed to bettering our community by supporting diversity and inclusion initiatives. We believe diversity and inclusion in the workplace heightens our organization’s creativity, innovation, and culture. Zipline makes it our mission to celebrate and incorporate diverse voices into our organization and aim to bring social change into the workplace.

Zipline Logistics follows CDC and state and local requirements regarding COVID-19 safety. All employees, candidates and visitors are expected to comply with Zipline COVID-19 procedures.