Bison Transport Inc. · 1 month ago
Carrier Sales Manager
Des Moines, IA
Full-time
Onsite
Mid, Senior LevelBison Transport USA is seeking a Carrier Sales Manager to oversee the logistics capacity procurement team. The role involves managing freight volumes, carrier performance, and profitability while ensuring adherence to brokerage best practices and fostering carrier development and satisfaction.
Transportation
Responsibilities
The CSM is responsible for monitoring the key functions of Logistics and making any inputs necessary on a given day (either directly or indirectly) to fill gaps identified
Sensitivity and vision are necessary to properly match required and available resources in the department. Key areas are longer-term freight and carrier availability, timeliness, and accuracy of communication with customers and carriers, troubleshooting and balance management, as well as tracking progress to established volume, margin, cost to purchase transportation (CPT), equipment spend and level of service (LOS) targets
A key factor in reaching margin targets is rate negotiation, and the CSM needs considerable expertise to both do and guide others as they do
The CSM is the key leader in monitoring business profitability which includes the management of cost of purchased transport (CPT) compared to rates levels on the loads being moved and acting on business in the network that is not producing satisfactory margin
The CSM must manage the overall performance, growth and satisfaction of the Logistics carrier base. With this, carrier capacity growth and retention must be realized to support the capacity needs of the business and its customers
The CSM will diligently manage the carrier performance metrics and ensure the necessary actions are taken with either carriers or internal staff to achieve desired results
With either direct involvement or through other brokerage leaders, the CSM will ensure that regularly scheduled carrier reviews are conducted to support proactive carrier management addressing the needs of the Logistics carriers and the business
With either direct involvement or through other carrier development staff, the CSM will ensure the required information is kept up to date in the carrier management system (CMS) and the proper carrier on-boarding process is followed for short & long-term carrier development needs
A key facet of this function is defining various Logistics clients shipping seasons and ensuring that the proper carrier complement is developed to meet those seasons
The CSM will work collaboratively with internal resources to develop roll out and ensure the utilization of, carrier programs. Carrier programs will support the overall carrier development & loyalty initiatives
By researching what programs are being offered in the marketplace, The CSM will work to position Bison Logistics as a preferred 3PL to current and future carriers. Building internal relationships with various Bison department leaders, the CSM will leverage internal expertise and buying power to create attractive offerings to the carrier base
The CSM will have hands-on and leadership involvement in providing the Logistics leaders and staff with the necessary information and guidance required to manage the business
The CSM will work collaboratively with IT and Analytics teams to build relevant data delivery to facilitate effective management of the business
Through regularly scheduled one on one, the CSM is responsible to proactively address employee performance, satisfaction, and development through honest and constructive dialogue
The CSM is responsible for the ongoing review, performance management, discipline, and motivation of Logistics employees through day-to-day monitoring and supervision of employees. The CSM, and leaders that report into this role, must ensure that expectations are understood, necessary training and feedback are provided, and results are being achieved by Logistics staff supported by performance metrics
The CSM will be active in recruiting for open positions as well as proactively addressing future departmental needs. This role will exercise succession planning tactics to meet the long-term staffing needs either by hiring externally or through the development of its internal staff
The CSM is responsible for growing business to ensure overall revenue and volume targets are being met. This can be achieved by a combination of successfully onboarding new business presented to Logistics, having the necessary capacity to accept the orders offered or engaging in business development activities directly with customers or indirectly through the sales team. Service growth for both current and future accounts is a critical part of the CSM’s role
With the direction from the Director, Logistics Operation, the CSM will review performance measures with each team member and ensure individual or team order growth and margin targets are being met. Other responsibilities include pricing and process management
The CSM provides leadership, support, and direction to the team to ensure all team members are focused on attaining the objectives and goals set out in the yearly target meeting
Qualification
Required
Accountable for the daily and ongoing function of the Bison Logistics capacity procurement team
Monitor freight volumes, service levels, margins, carrier performance, carrier and order growth
Manage adherence to brokerage standard practices
Monitor key functions of Logistics and make necessary inputs to fill gaps identified
Sensitivity and vision to match required and available resources
Expertise in rate negotiation
Monitor business profitability including management of cost of purchased transport (CPT)
Manage overall performance, growth, and satisfaction of the Logistics carrier base
Manage carrier performance metrics and take necessary actions
Conduct regularly scheduled carrier reviews
Ensure required information is kept up to date in the carrier management system (CMS)
Define various Logistics clients shipping seasons and develop proper carrier complement
Work collaboratively with internal resources to develop and utilize carrier programs
Research marketplace programs to position Bison Logistics as a preferred 3PL
Provide necessary information and guidance to manage the business
Collaborate with IT and Analytics teams for data delivery
Proactively address employee performance, satisfaction, and development
Ongoing review, performance management, discipline, and motivation of Logistics employees
Active in recruiting for open positions and addressing future departmental needs
Responsible for growing business to meet overall revenue and volume targets
Review performance measures with team members to ensure targets are met
Provide leadership, support, and direction to the team
Benefits
401(k)
401(k) matching
Dental insurance
Health insurance
Health savings account
Life insurance
Paid time off
Company
Bison Transport Inc.
Bison Transport is a multiple-award-winning transportation solutions company.
Founded in 1969
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2021-01-05Acquired
Leadership Team
Mike Ludwick
Interim President and Chief Executive Officer
Rob Penner
CEO
Recent News
Morningstar.com
2025-11-05
2025-04-23
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