Director of Carrier Sales

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 Sta…

View the full posting and apply