Executives Sales Leader, Carrier Sales

Accelerate your career at RXO
RXO is a leading provider of transportation solutions. With cutting-edge technology at the center, we're revolutionizing the industry with our massive network and commitment to finding solutions for every challenge. We create more efficient ways for shippers and carriers to transport goods across North America.

An Executive Sales Leader, Carrier Sales is responsible for leading and developing a team of levels 1-3 Carrier Reps while also managing and growing a portfolio of full truckload carriers (fleet sizes 100+), negotiating competitive rates, ensuring timely and efficient delivery of customer goods, working closely with carriers and internal teams to match freight with available carrier capacity, optimizing routes and maintaining service levels.

What your day-to-day will look like:

• Performance Management: Work with the Senior Manager to set monthly, quarterly and annual performance goals for the team, monitor and evaluate employee performance, provide feedback, conduct performance reviews, and implement performance improvement plans (PIPs) as needed.
• Reporting: Regularly provide reporting on rep and team performance, as well as carrier account health to sales reps, teams, and Carrier Sales Leadership.
• Negotiation: Negotiate rates, terms, and contracts with carriers to secure favorable pricing and service agreements. Monitor and adjust rates as needed to remain competitive and profitable.
• Carrier Recruitment: Identify, evaluate, and onboard new full truckload carriers to build portfolio and expand and diversify our carrier network. Conduct thorough vetting processes to ensure carriers meet company standards and regulatory requirements.
• Relationship Management: Build and maintain strong relationships with both new and existing carriers to understand their needs and offer tailored solutions. Act as the primary point of contact, addressing any issues, and ensuring a high level of service and satisfaction.
• Load Management: Coordinate with carriers to assign loads to drivers and ensure timely pick-up and delivery. Monitor carrier performance and promptly resolve any issues related to shipments. Utilize our technology offerings to ensure all loads are tracked to completion quickly and accurately.
• Market Analysis: Stay informed about industry trends, market conditions, and competitor activities. Use this information to make strategic decisions and recommend improvements. Recognize consistent lanes and development opportunities.
• Dedicated Sales: In addition to transactional freight, actively identify opportunities to establish dedicated sales with carriers to secure long-term commitments that optimize carrier capacity and ensure operational reliability.

Sales Team Growth and Development:

• Lead by example, exhibit team player mentality
• Hold monthly, quarterly reviews & feedback sessions
• Host monthly check-ins with sellers to monitor performance and provide guidance where needed
• Responsible for team & individual seller performance
• Set strategies and grow existing accounts
• Diversify portfolio

Individual Contribution:

• Maintain metrics established by department leadership in terms of volume, dedicated/optimized freight, and automated load progressions
• Assist in service execution on new bids and project freight
• Develop capacity in weak regions
• Load board coverage and same day execution

Carrier Quality:

• Leverage volume to increase quality and performance for team
• Improve carrier experience and stickier relationships for team
• Promote rewards program for team

At a minimum, you'll need:

* Minimum 2 years in sales
* Ability to build strong relationships and be a team player
* Strong leadership presence
* Effective communication skills and organization
* Confident decision-making skills & problem-solving ability, sense of urgency
* Accountability, integrity, honesty
* Ability to prioritize, delegate responsibilities, and hold others accountable
* Ability to inspire teamwork and collaboration & resolve issues and conflicts

It'd be great if you also have:

* Respect amongst peers and management

Does this sound like you? Check out what else RXO has to offer.

Why Join Us:

Our Benefits

• Comprehensive medical, dental, and vision plans

• 401(k) retirement plan with up to 5% company match

• Pre-tax accounts to help streamline eligible expenses

• Company-paid disability and life insurance

• Employee Assistance Program (EAP)

• Career and Leadership Development Programs

• Paid time off, company holidays, and volunteer days

Our Culture

Our values are the key to our unique culture and our ability to deliver for everyone we serve.

We do great things when we are inclusive and work together. To perform with excellence, we learn from one another, value diverse perspectives, operate safely and build strong relationships.

The Next Step
Ready to join our team? We'd love to hear from you. Fill out an application now and join our talent community to learn about future opportunities. We are proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. The above statements are not an exhaustive list of all required responsibilities, duties, and skills for this job classification. Review RXO's candidate privacy statement here and RXO's Privacy Notice to California Job Applicants here.