Capacity Sales Manager

Position Overview

We are seeking a relationship-driven Capacity Sales Manager to join a growing transportation and logistics organization specializing in flatbed freight solutions. This individual will be responsible for developing and managing carrier partnerships, securing capacity, negotiating rates, and ensuring the successful execution of freight across a diverse customer portfolio.

This role is ideal for someone who thrives in a fast-paced environment, enjoys building long-term carrier relationships, understands transportation market dynamics, and takes pride in delivering exceptional service while driving profitability.

Key Responsibilities

Develop, onboard, and maintain relationships with third-party carriers and transportation providers.
Secure capacity to support customer freight demands while ensuring service expectations are consistently met.
Negotiate competitive carrier pricing while maintaining profitability and margin objectives.
Manage freight execution from tender through delivery, proactively addressing service issues and exceptions.
Communicate shipment updates, market conditions, and capacity challenges to internal stakeholders.
Collaborate closely with customer-facing teams to align carrier capacity with customer requirements.
Build strategic partnerships with carrier owners, dispatchers, and drivers to create dependable capacity networks.
Monitor market conditions, equipment availability, lane trends, and pricing fluctuations to make informed decisions.
Track and improve key performance indicators including margin performance, carrier utilization, service levels, and on-time delivery metrics.
Support capacity initiatives across multiple freight markets and transportation modes as business needs evolve.

What Success Looks Like

Carrier Network Development

You build and maintain strong carrier relationships that consistently provide reliable capacity, even during challenging market conditions.

Strategic Negotiation

You balance service, profitability, and carrier relationships while securing capacity at competitive rates.

Market Intelligence

You understand transportation market trends and leverage that knowledge to create value for both customers and carrier partners.

Operational Execution

You proactively manage shipments, communicate effectively, and resolve issues before they impact service.

Trusted Partner

Internal teams, customers, and carrier partners rely on your responsiveness, professionalism, and ability to deliver results.

Qualifications

Required

Experience in freight brokerage, third-party logistics (3PL), carrier procurement, or transportation operations.
Strong communication, negotiation, and relationship-building skills.
Ability to manage multiple priorities in a fast-paced, performance-driven environment.
Self-motivated, results-oriented mindset with a strong sense of ownership and accountability.

Preferred

2–5 years of experience in freight brokerage, transportation, logistics, or carrier sales.
Experience supporting flatbed transportation and open-deck freight operations.
Familiarity with transportation management systems (TMS), CRM platforms, and digital freight tools.
Proven ability to build lasting relationships with carriers, dispatchers, owner-operators, and transportation partners.
Bachelor's degree or equivalent professional experience.