Agent Recruiting Specialist

ABOUT ARMSTRONG

Armstrong Transport Group is a third-party logistics provider headquartered in the vibrant South End neighborhood of Charlotte, NC, with additional locations in Boise, ID, Alpharetta, GA, and Schaumburg, IL. Using the power of innovative technology solutions, we create seamless connections for shippers and carriers while delivering exceptional customer experiences. We're proud to have a diverse community of more than 200 independent agent offices that rely on us to help grow their business and fuel their success. Behind the scenes, our team of over 300 corporate employees provides unwavering support, ensuring that everyone involved in the logistics process receives the care and attention they deserve. Recognized as a US Best Managed Company and a Top Workplace, Armstrong thrives on creating positive experiences and fostering partnerships to help grow careers.

ABOUT THE ROLE

The Agent Recruiting Specialist is the connective tissue of Armstrong's agent recruiting engine. You take the leads our sourcing team generates, dig deeper to confirm they are worth pursuing, and do the genuinely hard work of reaching a busy freight professional who wasn't expecting to hear from you. When you get them, you run the introductory call: you tell Armstrong's story, learn about their business, and determine whether there is a real fit. Qualified opportunities go to an Agent Recruiter to close — but this is not a pure handoff role. You will source your own prospects when the list runs thin, and you will carry deals across the finish line yourself as you earn the certification to do so. If you have outgrown a pure prospecting seat but aren't yet running full-cycle deals, this is the role that gets you there.

WHERE THIS ROLE SITS

This is Stage 2 of Armstrong's three-stage agent recruiting model — the bridge between sourcing and closing.

• Agent Sourcing Specialist — identifies prospects, makes first contact, and delivers qualified leads
• Agent Recruiting Specialist — vets the lead further, reaches the prospect, and runs the introductory call (you are here)
• Agent Recruiter — closes the opportunity, negotiates terms, and signs the agent

You are the quality gate for the entire funnel. Nothing reaches an Agent Recruiter's calendar unless you have spoken to the prospect live and confirmed the opportunity is real — and that standard applies equally to the prospects you source yourself. Because you also source and close, this seat is the fastest path to a full-cycle Agent Recruiter role at Armstrong.

WHAT YOU'LL DO

Vetting and outreach

• Inherit sourced leads and independently verify and deepen each profile before outreach — book of business, commodity and lane mix, carrier relationships, current affiliation and commision structure, tenure, and how portable the business realistically is
• Disqualify early and honestly; protect the recruiting team's calendar from conversations that were never going to convert
• Run persistent, multi-channel outreach until you reach a human — typically 8 to 12 touches across phone, email, text, LinkedIn, and voicemail, spaced across business days and times
• Re-engage aged, stalled, and closed-lost prospects on a defined recycle cadence; a 'not right now' is a calendar reminder, not a dead end

The introductory call

• Own and run the Armstrong Introductory Call — present the agent program clearly and credibly: commission structure, technology platform, back-office and accounting support, carrier network, credit and claims handling, insurance, and quick pay
• Conduct structured discovery — current volume and gross margin, customer concentration, growth goals, what isn't working where they are today, non-compete and contractual constraints, decision timeline, and what would have to be true for them to move
• Handle the first round of objections with substance rather than script, and know when to bring in a recruiter or subject-matter expert
• Capture everything in Salesforce against Armstrong's qualification framework and score the opportunity honestly

Handoff, closing, and self-sourcing

• Hand qualified opportunities to an Agent Recruiter with a written brief and a scheduled next step, and stay engaged through the transition so the prospect never has to repeat themselves
• Close qualified deals yourself where the opportunity matches the retained-deal profile set by your Director and your certification level allows. Ownership is decided at the moment of qualification, recorded in Salesforce, and does not change afterward without Director approval — so no opportunity is ever worked by two people at once
• Self-source prospects through your own networking, referrals, and industry relationships to supplement sourced and inbound volume, running them through the same qualification standard you apply to sourced leads
• Maintain accurate pipeline data, forecasts, and next steps in Salesforce

Team and process

• Feed disqualification reasons and objection patterns back to Sourcing and Marketing so targeting and messaging keep improving
• Represent Armstrong at career fairs, conferences, and industry events
• Partner with Agent Success and Shared Services to support a smooth onboarding experience for agents you help bring on
• Take on additional projects assigned by the Director of Agent Recruiting, the VP of Agent Recruiting, or the executive team to strengthen the recruiting process and the agent network

HOW SUCCESS IS MEASURED

Targets below are the expectation for a fully ramped Agent Recruiting Specialist and are reviewed quarterly with your Director.

• 40+ leads worked to a documented disposition per week
• 30%+ live contact rate on worked leads
• 10–12 introductory calls held per week
• 15+ recruiter-qualified opportunities delivered and accepted per month
• 85%+ acceptance rate on opportunities you pass to Agent Recruiters
• 25% of your working pipeline self-sourced
• A direct contribution to signed agents each quarter — closed personally, or credited in Salesforce as the qualifying rep on an opportunity a Recruiter signs

YOUR FIRST 90 DAYS

First 30 days

Complete agent program certification and learn the introductory-call framework. Shadow Agent Recruiters on live calls, then co-run your first calls. Work the full inherited lead queue and reach the weekly activity target.

By 60 days

Run introductory calls independently at target volume. Deliver your first opportunities accepted by an Agent Recruiter. Begin self-sourcing and build your own prospect list.

By 90 days

Fully ramped on all metrics. At least one deal closed personally or materially assisted. Contribute a concrete improvement to the qualification framework or call structure based on what you've learned in the field.

WHAT WE'RE LOOKING FOR

Required

• 2–4 years in sales development, recruiting, inside sales, or freight brokerage, including real phone-based experience reaching people who are not expecting your call
• Demonstrated ability to run a structured discovery conversation and deliver a value-based pitch without leaning on a script
• Comfort switching gears constantly — prospecting one hour, presenting the next
• Excellent verbal and written communication, with the credibility to hold a conversation with an experienced broker
• Disciplined CRM habits and accurate pipeline management
• Sound judgment about when to advance an opportunity and when to walk away
• Ability to travel occasionally (under 15%) for conferences and industry events
• A demonstrated history of being an intrinsically motivated self-starter who thrives in a fully remote environment

Preferred

• Transportation, logistics, or freight brokerage background; familiarity with the freight agent model is a significant advantage
• Salesforce experience and comfort with sales engagement or sequencing tools
• Prior SDR/BDR experience in B2B, with exposure to a formal qualification methodology
• Experience carrying a closing number, even partially

COMPENSATION AND BENEFITS

Armstrong Transport Group offers medical, dental, vision, flexible spending, and HSA benefits on the first of the month following the date of hire. Additional benefits include PTO, short- and long-term disability, and 401(k) with up to a 3.5% match.

EQUAL EMPLOYMENT OPPORTUNITY

Armstrong Transport Group, LLC is an equal opportunity employer. We do not discriminate in any aspect of employment based upon race, religion, color, national origin, gender (including pregancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.