Carrier Sales Manager

Description

Position at Matson Logistics, Inc

About Us

Matson Logistics is a leading provider of multimodal transportation, warehousing, and distribution services throughout North America. Known for our innovative solutions and financial strength and stability, Matson Logistics' people, processes, and systems work together to deliver superior performance and value to our customers every day. Click here to learn more about us!

About the Role

The Manager, Carrier Sales is responsible for leading a multi-functional organization that includes Carrier Sales, Specialized Cargo Customer Service, and Track & Trace teams. This role ensures consistent carrier coverage, optimized capacity, and strong service performance across Matson's highway transportation network.

This leader drives carrier network development, pricing strategy, and process innovation, while partnering cross-functionally with Sales, Operations, and Technology teams to support customer requirements and business growth.

What you'll do:

Leadership & Team Development

• Lead, coach, and develop Carrier Sales, Specialized Cargo, and Track & Trace teams.
• Foster a high-performing, accountable culture aligned with Matson's values.
• Recruit, train, and develop team members, ensuring strong knowledge of transportation regulations and best practices.
• Establish and monitor KPIs to drive performance, accountability, and continuous improvement.

Carrier Strategy & Network Development

• Build, expand, and manage a high-performing carrier network across dry van, refrigerated, flatbed, and LTL modes.
• Source and onboard carriers using industry tools, networks, and market intelligence.
• Develop strategic carrier relationships to ensure capacity in key lanes and support business growth.
• Maintain carrier segmentation strategies and regional coverage models.

Pricing, Capacity & Financial Performance

• Negotiate carrier pricing and manage lane-level cost structures to support margin objectives.
• Partner with Sales and Pricing teams to ensure accurate, competitive rating of OTR opportunities.
• Monitor market trends and adjust sourcing strategies to optimize cost, service, and capacity.
• Support margin performance through disciplined cost management and vendor alignment.

Operations & Service Execution

• Ensure consistent load coverage and service levels across the network.
• Monitor shipment execution and respond to operational issues with urgency and accountability.
• Collaborate with Operations and Customer Service teams to resolve service failures and improve outcomes.
• Support continuous improvement of load coverage processes and service delivery.

Process Improvement & Technology Integration

• Identify and implement automation and process improvements to increase efficiency and consistency.
• Partner with technology providers and internal teams to enhance systems and data visibility.
• Optimize workflows related to vendor selection, tracking, and capacity management.

Cross-Functional Collaboration & Market Leadership

• Partner with Sales and Account Management teams to provide market insights and carrier strategies.
• Participate in customer and internal discussions to support business development and solution design.
• Leverage industry networks to identify new opportunities and strengthen Matson's market position.

Additional Responsibilities

• Perform other duties as assigned to support evolving business and customer needs.
• Matson Logistics reserves the right to modify responsibilities as business requirements change.

You have these qualifications:

• Bachelor's degree in Business, Transportation, Marketing, or related field; or equivalent experience.
• 15+ years of progressive transportation leadership experience, preferably in a 3PL or large shipper environment.
• Strong expertise in truckload, brokerage, and carrier network development.
• Proven ability to lead teams, negotiate pricing, and manage transportation spend.
• Strong analytical, strategic thinking, and problem-solving skills.
• Excellent interpersonal, leadership, and communication skills.
• Proficiency in transportation systems, carrier tools, and Microsoft Office.
• Ability and willingness to travel up to 10%.

At Matson Logistics, we're looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome people who think rigorously and thoughtfully challenge assumptions.

The annual salary range is posted for this position in Illinois. The salary offered will depend upon qualifications and other operational considerations.

Matson offers medical, dental, and vision insurance benefits as well as a wide variety of other benefits to employees and their families. These benefits options include life insurance, supplemental life insurance, paid leaves of absence, and long-term disability insurance, as well as more specialized benefits such as emergency childcare, death and dismemberment insurance, prepaid legal services, and adoption assistance. Matson offers a 401k with employer matching and profit sharing, along with 9 paid holidays, 5 sick days and a tiered PTO plan. More information on our benefits can be found here.

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Matson is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, AIDS/HIV status, gender identity, gender expression, veteran status, genetic information, or any other protected status. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including, but not limited to, the San Francisco and Los Angeles Fair Chance Ordinances. View our applicant privacy statement: .

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