Carrier Sales Specialist - Reefer & Specialized Freight

Zelh is a fast-growing outsourcing company driven by a mission to deliver consistently high-quality, reliable services. We build long-term partnerships through transparency, responsiveness, and respect for both clients and team members.

Our client is a US-based 3PL company providing end-to-end freight brokerage and transportation solutions across North America and beyond. As they continue to scale, they are looking to diversify their freight portfolio beyond reefer shipments, expanding into new modes and markets.

We are seeking a proactive and commercially driven Carrier Sales Representative who will play a key role in diversifying freight operations with a focus on reefer shipments. This is a true carrier sales role for someone who thrives in relationship-building, negotiation, and real-time problem-solving. You will be responsible for developing and managing a personal carrier network, securing capacity proactively, negotiating competitive rates, and ensuring successful load coverage across high-volume freight lanes.

This is not a dispatch, track-and-trace, or customer support position. We are looking for a sales-oriented logistics professional who understands carrier relationships, margin management, and operational urgency within the US brokerage environment.

This position is focused on bringing in new types of freight and expanding into additional modes, including (but not limited to) flatbed, dry van, ocean, and international shipments. The ideal candidate is a hunter by nature, excited to explore new markets, build a book of business from scratch, and reduce seasonality by introducing new freight streams.

Key Responsibilities

• Build, develop, and own a personal book of 50+ active US-based carriers

• Maintain and expand strong carrier relationships across reefer and specialized freight markets

• Source and secure capacity proactively for high-urgency and time-sensitive loads

• Negotiate carrier rates while protecting margin targets and making real-time decisions under pressure

• Operate primarily through outbound phone communication — not passive load board posting

• Leverage existing carrier relationships as primary capacity strategy (not DAT dependency)

• Execute reefer freight coverage, primarily produce lanes from South Texas to Midwest/East Coast

• Reduce seasonal dependency by expanding carrier coverage into:

  • Flatbed

  • Ocean freight

  • International freight

  • Specialized freight segments

• Handle real-time escalations with carriers, dispatchers, and internal teams

• Ensure successful load execution from booking through delivery with zero service breakdowns

• Maintain accurate and disciplined activity tracking in TMS systems

• Follow strict carrier vetting and compliance procedures for every new carrier onboarded

Requirements:

• 2+ years of carrier sales experience within a US-based freight brokerage

• Proven ability to maintain or actively manage a personal carrier book; personal active carrier network with top-tier US brokerage background would be a STRONG PREFERENCE

• Strong sales and negotiation skills with a hunter mindset directly with US carriers and dispatchers

• Proven experience managing reefer freight operations, preferably within produce or other temperature-controlled transportation (mandatory), ideally:

  • Produce freight

  • Dairy

  • Meat

  • Frozen freight

• Existing book of carrier relationships with the ability to activate and grow carrier partnerships quickly

• Strong English communication skills at a professional negotiation level

• Hands-on experience with TMS systems:

  • Revenova / Salesforce preferred

  • McLeod / AscendTMS / Aljex / Tai acceptable

• Strong knowledge of DAT and Truckstop

• High-volume outbound phone capability - this is a phone-first role

• Results-driven with a high level of ownership and accountability

• Strong experience with temperature-controlled freight at scale

  A PLUS to have:

  • Familiarity with South Texas produce freight flows:

    • Pharr

    • McAllen

    • Laredo

    • Rio Grande Valley

  • Strong references from US brokerage leadership (will be verified)

  • Strong experience with temperature-controlled freight at scale

  • Spanish language is a plus (not required - McAllen team supports Spanish-only carriers

  90-DAY EXPECTATIONS

  • Build 30+ active carrier book by Day 90

  • Maintain 11–13% minimum margin (13–16% blended target)

  • Full TMS proficiency by Day 30

  • Zero lost loads (full visibility and communication on every load)

  • Carrier vetting compliance on 100% of new carriers

Working Conditions

• Ability to work US Central Time schedule: Monday–Friday, 8:00 AM – 5:00 PM CST (Flexibility during produce peak season (April–July)

• Work format: Remote / Hybrid

• Competitive salary in USD

• Paid time off (10+ business days)

• Equipment provided

• Supportive and growth-oriented team

Join the team and take ownership of expanding freight operations into new directions — playing a key role in building a more diverse, stable, and scalable logistics business 🚀