Carrier Development Manager

The Carrier Development Manager is responsible for building, nurturing, and expanding MWL's carrier network to ensure reliable, cost-effective, and scalable transportation capacity for our customers. This role blends strategic growth initiatives with hands-on relationship management, recruiting new carrier partners, negotiating competitive rates, ensuring compliance, and driving continuous improvement. The ideal candidate will serve as a trusted partner to carriers while aligning capacity strategies with MWL's overall business objectives.Key ResponsibilitiesCarrier Recruitment & OnboardingIdentify, qualify, and onboard new carrier partners across multiple modes (truckload, LTL, intermodal, etc.).Maintain a robust and diversified carrier pipeline to support customer and company growth.Ensure carriers meet MWL's compliance standards (safety, insurance, certifications).Strategic Carrier Network GrowthIdentify gaps in carrier coverage by geography, equipment type, and industry segment.Develop and execute strategies to expand MWL's carrier network accordingly.Leverage digital freight platforms, load boards, and analytics tools to optimize sourcing.Relationship ManagementBuild and maintain long-term partnerships with carriers to secure consistent capacity and strengthen loyalty.Act as the primary point of contact for carrier escalations, service issues, and conflict resolution.Conduct regular business reviews with carriers to evaluate performance, opportunities, and growth potential.Rate Negotiation & ProcurementNegotiate competitive rates while balancing service quality and profitability.Provide market intelligence and capacity insights to the pricing and procurement team.Support customer bids, RFPs, and contractual agreements by aligning carrier capacity strategies.Performance Management & DevelopmentTrack and analyze carrier performance using KPIs (on-time delivery, acceptance rates, claims, communication, etc.).Develop and implement corrective action plans for underperforming carriers.Proactively support carrier partners with process training, visibility tools, and relationship-building to improve long-term performance.Compliance & Risk ManagementEnsure carriers meet all federal, state, and MWL compliance requirements (FMCSA, DOT, insurance, safety).Manage onboarding documentation, carrier contracts, and risk assessments.Partner with legal and insurance teams for claims, disputes, and liability issues.QualificationsBachelor's degree required. Degree in Supply Chain, Logistics, Business, or related field preferred.5-7 years of experience in carrier sales, procurement, or logistics operations (minimum 3 years required).Strong negotiation and relationship management skills.Knowledge of transportation regulations, safety, and compliance requirements.Proficiency in TMS (Transportation Management Systems) and carrier management platforms.Excellent communication, analytical, and problem-solving skills.Core CompetenciesStrategic thinker with the ability to design, build and scale carrier networks.Results-driven with a strong focus on KPIs and continuous improvement.Adaptable, resilient, and effective in conflict resolution.Strong interpersonal and influencing skills with carriers and internal stakeholders.Tech-savvy with the ability to leverage digital freight tools and data analytics.Ability to thrive in a fast-paced, deadline-driven logistics environment.