Case Study: Truck Load Brokerage Sales Representative (Asset-Light, Domestic & International)
Our client is an asset-light third-party logistics (3PL) provider specializing in Managed Transportation Logistics, Transportation, Warehousing, International, and Fleet solutions. They work with mid-sized to enterprise-level manufacturers and suppliers across diverse industries including automotive, food & beverage, and aerospace. Their assets include fleet services, sprinter vans, straight trucks and 53-foot trailers, fleet services, and warehousing…
The Challenge
The client needed to hire a Senior Level Truck Load Sales Representative who could hit the ground running with a solid understanding of selling FTL (Full Truck Load) freight solutions to shippers (both domestically and internationally), while building out their brokerage division.
Key client goals included:
3PL, Brokerage (Non Asset Experience) - While the client is asset-light, the candidate will be selling brokerage services.
Managed Transportation - While this wasn’t a hard requirement for the client, they sell this service to their customers, having someone who has done this successfully in a previous role is a bonus.
Our Approach
We used a multi-pronged outreach/inbound strategy in addition to a pre-existing database of freight sales candidates engaged with from previous client searches combining both LinkedIn and Indeed’s advanced search filters and advertising ability. This allowed us to target:
Candidates with experience in business development, account executive related roles particularly in a brokerage (non-asset) environment.
Candidates based within the United States. While this role was remote, the client had a preference for candidates in eastern standard time, and central standard time, or local.
Individuals with prior sales success selling FTL/TL (Full Truck Load) Solutions to clients, and managed transportation solutions with an enterprise level competitor.
After qualifying several prospects, we submitted one standout candidate who:
Most recently worked as a Business Development Manager, Territory Sales Manager, and National Account Executive, at various logistics companies and competitors.
Was within the tri-state area of the client’s HQ which made it easy to coordinate an on-site interview with the leadership team.
Results
Candidate submitted: October 13, 2025
Offer accepted: December 11, 2025
Start date: January, 6 2026
