Key Responsibilities and Required Skills for a Freight Division Manager

🎯 Role Definition

As a Freight Division Manager, you are the strategic and operational leader of our freight business unit. You will be entrusted with full P&L ownership, tasked with steering the division towards sustainable growth and exceptional profitability. This pivotal role involves leading a diverse team of logistics professionals, optimizing all operational processes, and building robust relationships with both clients and carrier partners. You are the architect of the division's success, responsible for setting the vision, executing the strategy, and ensuring unparalleled service delivery in a fast-paced, competitive market.

📈 Career Progression

Typical Career Path

Entry Point From:

Senior Freight Broker / Brokerage Team Lead
Logistics or Operations Manager
Carrier Sales Manager

Advancement To:

Director of Freight Operations
Regional Director of Logistics
Vice President of Transportation

Lateral Moves:

Director of Carrier Relations
Senior Supply Chain Manager

Core Responsibilities

Primary Functions

Direct and oversee all daily operations of the freight division, ensuring timely and cost-effective movement of goods while meeting and exceeding customer service level agreements (SLAs).
Assume full P&L responsibility for the division, meticulously managing budgets, controlling costs, and implementing strategies to maximize revenue and profitability.
Develop and execute a comprehensive divisional strategy that aligns with the company's overall business objectives, focusing on market expansion, service diversification, and sustainable growth.
Lead, mentor, and develop a high-performing team of freight brokers, dispatchers, and support staff, fostering a culture of accountability, collaboration, and continuous improvement.
Establish, monitor, and analyze key performance indicators (KPIs) such as on-time performance, gross margin per load, carrier compliance, and customer satisfaction to drive operational excellence.
Cultivate and strengthen strategic relationships with key carriers, negotiating favorable rates, capacity commitments, and service terms to build a reliable and competitive carrier network.
Spearhead the acquisition and retention of key client accounts, participating in high-level sales presentations and negotiations to secure new business and expand existing partnerships.
Ensure strict adherence to all transportation regulations, including DOT, FMCSA, and other relevant state and federal laws, maintaining the company's safety and compliance standards.
Champion the adoption and optimization of transportation management systems (TMS) and other logistics technologies to improve efficiency, visibility, and data-driven decision-making.
Resolve complex operational and customer service escalations with a sense of urgency, implementing corrective actions and process improvements to prevent future occurrences.
Conduct regular performance reviews, provide constructive feedback, and create development plans for team members to support their career progression within the organization.
Analyze market trends, industry conditions, and competitor activities to identify risks and opportunities, adjusting divisional strategies and tactics accordingly.
Collaborate with other department heads (Sales, Finance, IT) to ensure seamless cross-functional workflows and to support broader company initiatives.
Oversee the entire freight lifecycle from quoting and booking to tracking and final invoicing, ensuring accuracy and efficiency at every stage.
Implement and manage robust carrier onboarding and vetting processes to mitigate risk and ensure a high-quality, compliant partner network.
Drive continuous improvement initiatives using methodologies like Lean or Six Sigma to streamline processes, eliminate waste, and enhance service quality.
Prepare and present detailed weekly, monthly, and quarterly reports on divisional performance, financial results, and strategic initiatives to senior leadership.
Manage and negotiate complex contracts with both customers and carriers, ensuring terms are mutually beneficial, legally sound, and align with company goals.
Develop and maintain a dynamic pricing strategy that responds to market fluctuations while protecting margins and delivering consistent value to customers.
Foster a positive, high-energy work environment that attracts, retains, and motivates top talent in the competitive logistics industry.
Lead incident response protocols for any in-transit issues, including accidents, claims, or significant delays, ensuring clear communication and effective resolution for all stakeholders.
Evaluate and enhance security protocols for cargo in transit and at facilities to prevent theft, damage, and loss, protecting both client assets and company liability.

Secondary Functions

Support ad-hoc analytical requests from senior leadership regarding market trends, carrier performance, and profitability analysis.
Contribute to the broader company's supply chain strategy and long-term logistics roadmap.
Collaborate with sales and marketing teams to develop compelling value propositions and go-to-market strategies for freight services.
Participate in industry conferences and professional organizations to stay abreast of emerging trends and build a strong professional network.

Required Skills & Competencies

Hard Skills (Technical)

Transportation Management Systems (TMS): Deep proficiency with industry-standard TMS platforms (e.g., McLeod, MercuryGate, TMW, Oracle Transportation Management).
P&L Management: Proven ability to manage a full profit and loss statement, including budgeting, forecasting, and financial analysis.
Freight Mode Expertise: Expert-level knowledge of various freight modes, including Full Truckload (FTL), Less-Than-Truckload (LTL), Intermodal, and Drayage.
Carrier Sourcing & Negotiation: Demonstrated skill in sourcing, vetting, and negotiating contracts and rates with a diverse network of carriers.
Regulatory Compliance: Strong understanding of DOT, FMCSA, and other relevant state and federal transportation regulations.
Data Analysis & Reporting: Ability to analyze operational and financial data to generate actionable insights and report on Key Performance Indicators (KPIs).
Advanced Excel: Proficiency in advanced Excel functions (Pivot Tables, VLOOKUP, INDEX/MATCH) for data manipulation and analysis.
Pricing Strategy: Experience in developing and executing dynamic pricing models based on market conditions and cost analysis.

Soft Skills

Inspirational Leadership: Ability to lead, motivate, and develop a team to achieve peak performance and foster a positive culture.
Strategic Thinking: Capacity to see the big picture, anticipate future trends, and develop long-term plans for growth and success.
Exceptional Communication: Superior verbal and written communication skills for interacting effectively with clients, carriers, team members, and executive leadership.
High-Stakes Negotiation: Proven ability to negotiate effectively in high-pressure situations with both customers and partners.
Complex Problem-Solving: Adept at identifying the root cause of complex issues and implementing effective, lasting solutions.
Business Acumen: Strong commercial and financial awareness with the ability to make sound business decisions that drive profitability.
Customer-Centric Mindset: A relentless focus on delivering exceptional service and building long-term customer loyalty.
Adaptability & Resilience: Thrives in a fast-paced, high-pressure environment and can pivot strategies in response to market changes.
Decision-Making: Confidence in making timely, data-driven decisions that impact the entire division.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree or equivalent professional experience in a relevant field.

Preferred Education:

Master's Degree (MBA or MS in Supply Chain Management).

Relevant Fields of Study:

Supply Chain Management
Logistics & Transportation
Business Administration

Experience Requirements

Typical Experience Range:

7-12 years of progressive experience in the freight, transportation, or logistics industry.

Preferred:

A minimum of 5 years in a direct leadership role with documented P&L responsibility and experience managing teams within a freight brokerage or asset-based carrier environment.