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Carrier Sales Manager in Niles, IL at AFN

Date Posted: 7/22/2018

Job Snapshot

Job Description

At AFN, we hire the best of the best – visionary thinkersÍž people continuously looking to reinvent  the way they do business and seek out new, creative solutions. Our high-performance team is driven, empowered, innovative and packed with self-­starters. We provide our employees with  the necessary tools and freedom to build their own career paths and discover success. AFN is committed to your personal success and offers the resources, programs and support needed to make it happen. We care about your professional growth and will help you achieve your goals.  We offer a competitive base salary, aggressive incentive program and a  comprehensive benefits package.



1.     Inspire, lead, actively manage and develop Carrier Sales team to achieve departmental and individual goals

  • Coach, train, and motivate employee through regular feedback (1:1’s & reviews)

  • Identify gaps in knowledge and skills and create/implement plans for development through appropriate training

  • Maximize the productivity of the team by emphasizing static/dedicated route business

  • Consistently monitor and track developmental goals, performance goals, and action steps on defined objectives

  • Ensure that all team members are focused on appropriate priorities to maximize positive impact for overall business, work with Carrier Sales Representatives to drive daily focus

  • Exemplify AFN values daily and actively work with AFN leadership to champion team improvement best practices

  • Develop talent and succession plans based upon long term objectives to ensure proper staffing and resources of team

  • Provide daily management of employee relations matters professionally and consistently within company guidelines

2.   Understand & drive high level strategy through Carrier Sales team to ensure internal and external business alignment

  • Partner with the Sr. Manager of Carrier Sales and Carrier Sales Managers to develop a strategic departmental plan to achieve business goals

  • Work with the Sr. Manager of Carrier Sales and other Carrier Sales managers to create team and individual plans that align with departmental goals to understand how the team can achieve and maximize their business objectives

  • Proactively engage with priority accounts to evaluate Carrier Sales needs,  gaps, and identify future actions to achieve overall account goals, understand aligned accounts and drive improved business results

  • Analyze market and competition to understand transportation and supply chain industry and adapt strategy to achieve competitive edge in the marketplace

  • Evaluate Carrier Sales team structure and drive improvements to ensure support for existing and future AFN business

  • Work closely with AFN managers to ensure floor alignment on the goals and objectives

3. Drive high level Carrier Sales solutions through strategic carrier base development plans for Carrier Sales team

  • Analyze and assess team portfolio with Carrier Sales Managers to identify strengths and weaknesses of provider coverage

  • Create carrier portfolio development plans for team based on AFN’s current internal market conditions and access to capacity

  • Communicate portfolio strengths to Sales & Pricing team to drive targeted business development opportunities

  • Partner with Business Intelligence team on portfolio and team performance metrics development

  • Conduct ongoing business reviews with top AFN carriers to discuss performance issues and future growth plans

4. Understand and drive profitability through purchasing level improvements and targeted approach to new business

  • Assess and forecast market conditions in assigned area and collaborate with Sales & Pricing to drive decisions based on optimal service and profitability

  • Review carrier flow, customer profitability and create Carrier Sales action plans to optimize purchasing levels within AFN’s business

  • Work with internal representatives and leadership to understand buying philosophies, assist with pricing, and enable portfolio growth

  • Understand and address negative spread within the AFN portfolio by creating Carrier Sales solutions to limit or eliminate losses

  • Drive growth in the focus geographic areas through new business development and organic growth

5.  Fulfill other duties as required

  • Embrace the opportunities to pick up new activities that fall broadly in the purpose of the role

  • Ability to take initiative to think outside the box and identify opportunities for improvement

  • Identify problems and find solutions


As an AFN Carrier Sales Manager, you would provide premier logistics solutions with AFN carrier base through leadership development, profitability improvement, high level customer service, and direction of the Carrier Sales team to build strategic carrier relationships and grow AFN portfolio of business.


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Job Requirements



Education and Experience

Skills and Competencies

  • Bachelor’s Degree required; or at least 2+ years of experience in a Carrier Sales  role required

  • Minimum of 3-5 years of industry experience required

  • Must be an AFN employee in good standing; or an external candidate with 2 years managing people or leading teams required

  • Proven success managing a carrier  relationship in the transportation industry required

  • Demonstrated history of increased responsibility in previous positions required

  • Proven experience of influencing carriers, peers, and management

  • Demonstrated experience of identifying opportunities



  • Strong understanding of the logistics and transportation industries

  • Strong understanding of accounting, financial, and business transactions

  • Ability to be accountable for self and team’s work

  • Strong verbal and written communication skills amongst customer, team, and other AFN employees

  • Must exercise judgment to make decisions that will result in positive impact to team and AFN

  • Excellent math skills and solid understanding of basic accounting principles

  • Proficient in Microsoft Office Suite (Excel, Word, PowerPoint, Outlook, Access) and Powerbroker

  • Must be comfortable speaking to new people and making presentations to C-level executives

  • Strong organizational skills with an ability to delegate and multi-task

  • Strong attention to detail and accuracy

  • Ability to think strategically and develop long-term plans for the business

  • Ability to manage reports and analyze data as required

  • Ability to courageously manage team and make decisions that support the business, even though they may be unpopular

  • Ability to connect with direct employees and actively engage them in the business

  • Ability to travel up to 20%


Who We Are:

Founded in 2003, AFN is an award-winning, third-party logistics provider focused on supply chain solutions and transportation services throughout North America.  Serving motor carriers, manufacturers and retailers, we are known for our commitment to client services, our proactive approach to fighting cargo theft and our expertise in retail compliance.  We specialize in creating customized logistics solutions for our clients, including full truckload, LTL, intermodal, high-value shipping, expedited services and outsourced transportation.

Along with professional tools and resources, AFN also provides a growing,  team-oriented,and high energy culture. Here at AFN, we have casual dress code, Free Lunch Fridays, and an in-house gym to ensure we provide a fun, comfortable atmosphere that is also professional.

AFN is an Equal Opportunity Employer AA/M/F/V/D. No third party candidates please.

If you are unable to apply online due to a disability, contact us at 1-877-562-3236.