Sr Manager

About the Role

As a Sr. Manager, Carrier Sales, your primary responsibility is to lead and manage a carrier sales team operating within a designated geographic area. Your key objective revolves around owning and directing key booking inputs to lead to the best outcomes.  This includes understanding and leveraging the best booking channels by lane and load type, acting as the key stakeholder for long-term pricing, and quickly reacting to pivotal market changes with a comprehensive management plan. You will also act as the ultimate business owner for service in your region, connecting customer needs to outcomes whenever possible. This role demands a data-driven leader equipped with sales management acumen, the ability to develop carrier managers, strong communication skills, and a profound comprehension of market dynamics prevailing within the allocated territory.

What You’ll Do

Leadership and Team Management:

• Provide effective leadership to the regional sales team.
• Conduct coaching and mentoring sessions for the development of carrier representatives and managers.
• Establish performance expectations for each representative and manager through consistent feedback and follow-ups.
• Hold biweekly one-on-one discussions with each representative.

Market Expertise:

• Leading expert in current market conditions, which you will be  responsible for communicating to your reps, contracted agents, and AM peers
• Deny or approve offers from the product, team, and contracted agents

Stakeholder Management:

• Communicate often with account management and pricing leadership on changing needs based on  market conditions and service expectations
• Proactively identify and communicate issues, propose and implement solutions for continuous improvement regarding processes, cost, service, and profitability 

Communication:

• Share pertinent market updates and information concerning the load board within your region with the wider UF team
• Ensure optimal coverage and service quality at the account level.
• Monitor and mitigate abandonment percentage to maintain operational efficiency.

Pricing:

• Owner of long-haul pricing in their region in partnership with the pricing team
• Key partner in spot pricing insights to pricing team and cost adjustment needs for carrier rate updates in bulk

Reporting and Analysis:

• Meticulous ownership of regional level metrics to drive pricing and strategy changes within your owner region
• Leverage data and analytics to drive informed decisions and refine sales strategies.

Administrative and Organizational Skills:

• Maintain an SLA for load booking by region and manage to an appropriate staffing model 

Basic Qualifications: 

• Bachelor’s degree
• Minimum of 4+ years of management or leadership experience
• Logistics experience in Carrier Sales or Account Management
• Intermediate analytical background and knowledge of analytical tools (Excel, etc.)

Preferred Qualifications:

• Ability to travel domestically up to 25% of the time as needed
• Knowledge of product and technology within the industry