Representative, Carrier Sales

Carrier Sales Representative

At KeHE, we're obsessed with creating solutions, unboxing potential, and serving others and it all starts with you. As an employee-owned distributor of natural and organic, specialty, and fresh products, we're committed to making a positive impact and scaling our success together. With a culture that fosters development and opportunity, you'll be embarking on a career that's moving forward. When you join KeHE, you're becoming part of a team that is a force for good.

Primary Responsibilities

The Carrier Sales Representative is responsible for booking and managing freight shipments, developing carrier relationships, and expanding Trademark Transportation's brokerage capabilities. This role requires strong communication, negotiation, and inter-personal skills to ensure efficient and cost-effective movement of freight while delivering exceptional customer service. The ideal candidate is resourceful, detail-oriented, and thrives in a fast-paced logistics environment. As with all positions at KeHE Distributors, we expect that all actions will be consistent with KeHE's Mission, Vision, and Values.

Essential Functions

Carrier Procurement & Relationship Management

• Source and secure truckload capacity through carrier outreach and relationship building.
• Vet each driver or carrier's ability to meet specific operational requirements including equipment type, timing, and hours of service
• Negotiate competitive rates and service terms with carriers, ensuring profitability and reliability.
• Onboard new carriers, ensuring compliance with DOT, FMCSA, and company standards.
• Verify the authenticity of carrier representatives and business credentials to prevent double brokering, identity fraud, or other security and financial risks
• Monitor carrier performance and resolve issues in collaboration with internal teams.

Load Execution & Operational Management

• Book and manage truckload shipments from pickup to delivery, ensuring all load requirements are communicated and met.
• Support load coordination including appointment scheduling, as needed
• Track load status and proactively communicate updates or disruptions.
• Manage documentation including rate confirmations, bills of lading, proof of delivery, and carrier invoices.

Customer Collaboration & Internal Communication

• Partner with internal stakeholders to understand customer requirements and deliver exceptional service.
• Assist with resolving service failures, accessorial charges, and freight claims.
• Collaborate with sales and operations teams to support capacity planning and customer pricing.

Reporting & Continuous Improvement

• Maintain accurate records and update load data in TMS.
• Escalate recurring issues or opportunities for process improvement to brokerage leadership.
• Support customer rate requests and provide market insights.
• Other duties and projects as assigned.

Skills, Knowledge and Abilities:

• Excellent verbal and written communication skills.
• Strong negotiation and problem-solving abilities.
• Proven ability to manage multiple tasks concurrently and shifting priorities.
• Proficiency with Transportation Management Systems (TMS), CRM tools, and other transportation related software systems
• Knowledge of FMCSA/DOT regulations and industry standards.
• Customer-focused mindset with the ability to build trust and rapport.
• Proficient in Microsoft Office Suite (Excel, Outlook, Word, PowerPoint).
• Ability to remain calm under pressure and make decisions in real-time.

Minimum Requirements, Qualifications, Additional Skills, Aptitude

Education and Experience:

• Bachelor's degree in Business, Logistics, Supply Chain Management, or related field required.
• 2+ years of experience in freight brokerage, logistics, or transportation sales.

Physical Requirements:

• Must be able to sit or stand for extended periods.
• Use of computer and phone on a daily basis.
• Minimal travel may be required (e.g., to trade shows, customer or carrier visits).

KeHE Distributors provides equal employment opportunities to all employees and applicants for employment and prohibits all forms of discrimination and harassment on the basis of race, color, religion or faith, sex, gender, age, ancestry, national origin, mental or physical disability or medical condition, sexual orientation, gender identity or expression, marital status, military or veteran status, genetic information, or any other category protected under federal, state, or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training as well as the administration of all Human Resources and Talent Acquisition processes.