Torchora
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Key Responsibilities and Required Skills for Freight Representative

💰 $45,000 - $120,000+ (Commission-Based)

LogisticsSupply ChainSalesTransportation

🎯 Role Definition

The Freight Representative is a pivotal sales and operations role focused on generating new business and ensuring the seamless execution of freight movements. You will be responsible for building your own book of business, negotiating rates, and providing exceptional customer service to ensure on-time, secure delivery of goods across North America. This position requires a proactive mindset, strong communication skills, and the ability to excel in a high-energy, results-oriented environment.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Logistics Coordinator
  • Dispatcher
  • Customer Service Representative (Transportation/Logistics)

Advancement To:

  • Senior Freight Representative / Account Executive
  • Logistics Manager / Operations Manager
  • Team Lead / Sales Manager

Lateral Moves:

  • Carrier Sales Representative
  • Supply Chain Analyst

Core Responsibilities

Primary Functions

  • Actively prospect, engage, and acquire new shipper accounts through cold calling, email campaigns, and industry networking to build a profitable book of business.
  • Develop and maintain strong, long-term relationships with existing clients, serving as their trusted logistics advisor and primary point of contact for all transportation needs.
  • Analyze customer shipping requirements to provide accurate, competitive, and timely rate quotes for various modes of transport, including Full Truckload (FTL), Less-Than-Truckload (LTL), and Intermodal.
  • Skillfully negotiate freight rates and contract terms with both shippers and carriers to maximize profitability while ensuring service level agreements are met.
  • Source, qualify, and onboard new carriers into our network, verifying authority, insurance, and safety ratings to ensure compliance and reliability.
  • Tender and dispatch loads to qualified carriers, clearly communicating all shipment details, pickup/delivery appointments, and special handling instructions.
  • Proactively track and trace all active shipments from origin to destination, providing customers with real-time visibility and status updates.
  • Identify, troubleshoot, and resolve any in-transit issues, such as delays, breakdowns, or re-consignments, with a sense of urgency and professionalism.
  • Manage the entire shipment lifecycle within our Transportation Management System (TMS), ensuring all data is entered accurately and contemporaneously.
  • Collaborate with the Carrier Sales team to secure capacity and cover customer freight, particularly in tight market conditions.
  • Cultivate a deep understanding of market trends, seasonality, and capacity fluctuations to make informed pricing and sourcing decisions.
  • Handle and resolve customer and carrier claims for freight damage or loss in a timely and fair manner.
  • Ensure all necessary shipping documentation, such as Bills of Lading (BOL), Proof of Delivery (POD), and customs paperwork, is accurate and collected promptly.
  • Work closely with the accounting department to ensure accurate and timely billing, invoicing, and carrier payment processes.
  • Prepare and present regular performance reviews and Key Performance Indicator (KPI) reports to key accounts, highlighting service levels and identifying opportunities for improvement.
  • Stay informed on all applicable DOT regulations and industry best practices to ensure full compliance for all managed shipments.
  • Generate new sales leads and opportunities from existing accounts by up-selling and cross-selling additional logistics services.
  • Provide exceptional, white-glove customer service that exceeds client expectations and fosters loyalty and repeat business.
  • Manage a high volume of daily communications via phone and email, effectively prioritizing tasks in a fast-paced environment.
  • Conduct post-shipment follow-ups with clients to ensure satisfaction and gather feedback for continuous service enhancement.
  • Evaluate carrier performance based on on-time service, communication, and overall reliability to maintain a high-quality carrier network.
  • Develop strategic solutions for complex supply chain challenges presented by clients, positioning yourself as a logistics partner rather than just a broker.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to identify trends.
  • Contribute to the organization's operational strategy and carrier development roadmap.
  • Collaborate with business units to translate data needs into engineering requirements.
  • Participate in sprint planning and agile ceremonies within the operations team.
  • Assist in training and mentoring new team members on operational procedures and systems.

Required Skills & Competencies

Hard Skills (Technical)

  • Proficiency with Transportation Management Systems (TMS) such as McLeod, MercuryGate, or Turvo.
  • Expertise in using load boards like DAT, Truckstop.com, and other freight matching platforms.
  • Strong negotiation and pricing skills with a proven ability to maintain margins.
  • In-depth knowledge of transportation modes including FTL, LTL, Intermodal, and Expedited services.
  • High proficiency in the Microsoft Office Suite, particularly Excel, for data analysis and reporting.
  • Understanding of Department of Transportation (DOT) regulations and freight-class standards.
  • Experience with CRM software (e.g., Salesforce) for managing customer pipelines and interactions.

Soft Skills

  • Exceptional verbal and written communication skills for clear interaction with clients and carriers.
  • Superior problem-solving abilities and composure under pressure to handle logistical challenges.
  • Strong organizational and time-management skills, with the ability to multitask and prioritize effectively.
  • A resilient and persistent attitude, particularly in sales and negotiation scenarios.
  • High attention to detail to ensure accuracy in data entry and documentation.
  • Excellent interpersonal and relationship-building skills.
  • A proactive and self-motivated work ethic with a strong drive to achieve goals.
  • A competitive and coachable mindset, eager to learn and grow within the industry.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or GED Equivalent.

Preferred Education:

  • Bachelor's Degree.

Relevant Fields of Study:

  • Supply Chain Management
  • Logistics & Transportation
  • Business Administration
  • Marketing or Sales

Experience Requirements

Typical Experience Range: 1-3 years of experience in freight brokerage, logistics, 3PL, or transportation sales.

Preferred:

  • A verifiable book of business or a strong portfolio of shipper relationships.
  • Demonstrated success in a 3PL (Third-Party Logistics) commission-based sales environment.
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