Case Study: Director of Pricing (Asset-Based Carrier)
Client:
A third-party logistics (3PL) company headquartered in Illinois, focused on domestic truckload transportation. The company was seeking a Director of Pricing to strengthen its pricing strategy and manage bids, data tools, and cross-department alignment.
The Challenge
The client needed to fill a Director of Pricing role reporting to the VP of Operations. While titled as a Director, the company required someone comfortable with hands-on pricing execution, strong analytical capabilities, and experience managing RFIs, RFPs, and pricing tools like McLeod, Project 44, and Four Kites.
Key requirements included:
Competency in truckload pricing and market trend analysis
Proven 3PL industry experience
Technical proficiency with pricing systems and data management
Local candidate preferred to reduce onboarding friction
Urgency: The hire needed to be made within a tight window of Q1 2025
Our Approach
To meet the client’s criteria and timeline, we launched a multi-pronged, hyper-targeted search using LinkedIn’s advanced filters and market research:
Built custom candidate lists based on competitor benchmarks (notably Uber Freight)
Focused outreach to candidates with both managerial pricing experience and hands-on bid execution
Shortlisted two finalists:
One candidate local to the client, eliminating relocation risk
One high-performing candidate who was open to relocation
We ensured alignment in compensation, role scope, and career trajectory before submission.
Results
Candidate submitted: January 31, 2025
Offer accepted: February 10, 2025
Start date: February 24, 2025
Turnaround time: 24 days from submission to start
Post-placement follow-up confirmed:
The candidate was fully integrated and contributing meaningfully after 45 days
They reported strong satisfaction with the team, role, and leadership
Key Takeaways
Industry Expertise: Candidate had direct experience in 3PL truckload pricing
Local Advantage: Candidate was based in Illinois, enabling fast onboarding
Strategic Sourcing: Candidate was sourced directly from a top competitor after market mapping
Efficient Process: End-to-end placement took under 25 days
Retention-Focused: Alignment on expectations ensured long-term potential
Why This Matters
Hiring for specialized roles in logistics and transportation requires more than keyword-matching — it takes deep market knowledge, strategic outreach, and precise alignment between opportunity and candidate. This case study is a snapshot of what happens when all three come together.
