Job Summary McClay's Logistics USA, LLC., a leading 3PL/logistics brokerage located in Warren, MI, is seeking an experienced and motivated Director of Carrier Sales to lead and grow our Carrier Sales organization. Working with McClay's allows our employees to focus on what they do best—service the customer, build relationships, and produce results. The Director of Carrier Sales will be responsible for the overall leadership, development, strategy, and performance of our Carrier Sales team. This individual will oversee the continued development of McClay's carrier network while ensuring our team has the capacity, market knowledge, processes, and accountability necessary to support our customers and continued company growth. This is a hands-on leadership position. The Director of Carrier Sales will be expected to coach and develop Carrier Representatives, establish performance expectations, identify strategic carrier-development opportunities, oversee freight coverage strategy, and work closely with Operations, Sales, and company leadership. Success in this role is not measured solely by covering today's freight. We are looking for a leader who can build the carrier network and team needed to support tomorrow's growth. Responsibilities Carrier Sales Leadership & Team Development Lead, coach, develop, and hold accountable the McClay's Carrier Sales team. Establish clear individual and team expectations around carrier development, freight coverage, service, communication, activity, and results. Conduct regular one-on-one coaching, performance reviews, and team development sessions. Develop Carrier Representatives in prospecting, negotiation, relationship management, pricing, market knowledge, and overall carrier sales strategy. Create a culture of urgency, accountability, ownership, teamwork, and continuous improvement. Identify individual strengths and areas for development while creating actionable coaching plans. Participate in the recruiting, interviewing, onboarding, and training of new Carrier Sales Representatives. Carrier Development & Relationship Management Develop and execute McClay's overall carrier sourcing and development strategy. Establish and maintain relationships with current Expedite and Truckload carriers while driving the team to continuously source and procure new carriers who meet McClay's carrier requirements. Build long-term carrier relationships that create consistent and repeatable capacity in strategic markets. Identify priority origins, destinations, lanes, equipment types, and geographic markets requiring additional carrier development. Develop both dedicated and ad hoc carrier capacity based on current and anticipated customer needs. Ensure the carrier network consistently receives a high level of service and communication from McClay's. Promote McClay's as a preferred brokerage partner within our carrier network. Develop specialized carrier capacity, including Hazmat and other customer-specific requirements when applicable. Freight Coverage, Pricing & Execution Oversee the team's strategy for sourcing and scheduling qualified carriers to corresponding shipments. Ensure Carrier Representatives provide proactive and reliable communication to Operations and Sales throughout the shipment lifecycle. Use available pricing tools, TMS technology, market data, and carrier relationships to drive competitive carrier pricing across applicable modes of transportation. Coach and support the team in negotiating both Dedicated and Ad Hoc carrier rates. Assist with difficult, high-priority, or strategic freight coverage when needed. Ensure carrier-related service issues—including breakdowns, tracking, check calls, late pickups, and late deliveries—are communicated and managed appropriately. Balance carrier cost, service expectations, reliability, and customer requirements when making coverage decisions. Market Intelligence & Strategic Development Stay current on freight-market conditions, capacity trends, pricing changes, and regional carrier dynamics. Utilize market knowledge and carrier feedback to support company pricing decisions and customer opportunities. Work with Sales and Operations on RFQs, pricing bids, new customer opportunities, and awarded business. Translate new and potential customer opportunities into actionable carrier development plans. Provide company leadership with carrier-market intelligence, capacity concerns, opportunities, and recommendations. Performance Management & Accountability Establish and monitor meaningful Carrier Sales KPIs for both individual representatives and the department. Track carrier-development activity, carrier utilization, repeat carrier usage, coverage performance, service performance, and margin contribution. Use performance data to identify trends, coaching opportunities, and areas requiring additional focus. Hold Carrier Representatives accountable for both daily execution and long-term carrier development. Regularly communicate Carrier Sales performance, challenges, opportunities, and progress to company leadership. Develop processes and expectations that allow the Carrier Sales organization to scale alongside company growth. Carrier Compliance & Service Ensure carriers meet McClay's qualification, safety, insurance, compliance, and operational requirements. Reinforce company carrier-vetting procedures and fraud-prevention practices. Maintain high expectations for carrier communication, service, professionalism, and reliability. Ensure the Carrier Sales team appropriately escalates service failures and communicates urgent information to Operations and Customer Representatives. Work cross-functionally to identify and correct recurring carrier-related service issues. Requirements Previous experience in freight brokerage, transportation, logistics, carrier sales, or a related field required. Leadership or management experience within transportation, freight brokerage, or Carrier Sales strongly preferred. Experience sourcing and working with Truckload and/or Expedite carriers. Strong understanding of Dedicated and Ad Hoc freight, carrier sourcing, pricing, negotiation, and capacity management. Proven ability to develop and maintain strong carrier relationships. Strong leadership skills with the ability to coach, motivate, develop, and hold a team accountable. Genuine and enthusiastic personality with a high level of motivation, work ethic, and drive for results. Excellent verbal and written communication skills. Ability to communicate urgent information clearly and effectively across Carrier Sales, Operations, Sales, and leadership. Strong understanding of transportation market trends and the ability to apply market knowledge to pricing and carrier strategy. Ability to prioritize, multi-task, and manage competing responsibilities in a fast-paced logistics environment. Ability to work effectively within a team while independently taking ownership of departmental performance. Experience using TMS systems, carrier sourcing platforms, pricing tools, and transportation market data. Confidence in decision-making, negotiation, problem-solving, and leadership. The Person We're Looking For We are looking for someone who views Carrier Sales as more than simply covering loads. The right Director of Carrier Sales will be a leader, coach, strategist, and builder who understands that a strong carrier organization is developed before the freight hits the board. This individual will constantly be asking: Where do we need more capacity? Which carrier relationships should we be developing? Where are our Carrier Representatives succeeding, and where do they need coaching? What can we do today to better prepare for tomorrow's freight? The successful candidate will be comfortable coaching from the floor, reviewing performance data, negotiating difficult freight, developing strategic carriers, solving service issues, and communicating directly with company leadership. We want someone who is driven to produce results while also developing the people and carrier relationships that will help McClay's Logistics continue to grow.

Pay:

$90,000.00 - $110,000.00 per year

Benefits:

401(k) Dental insurance Employee discount Health insurance Health savings account Life insurance Paid time off Vision insurance Application Question(s): Do you have strong carrier relationships?

Experience:

logistics brokerage: 5 years (Required) Ability to

Commute:

Warren, MI 48093 (Required)

Work Location:

In person