The Brokerage Soucing Specialist is primarily responsible for developing & maintaining a portfolio of carriers, and acting as the liaison between the sourcing group, carrier and Brokerage (PTMD) Operations. This position will recruit potential carriers for new or existing customer lanes. They will support Penske Operations to coordinate with these carriers for rates, lane dedications, potential Request For Quote (RFQ)/Request For Proposal (RFP) responses and expansion of available power units. The position will obtain and negotiate competitive and high profitability rates using data analysis, market/industry expertise, systems and tools both internally & externally and manage the capacity generation and growth of the Penske 3rd party carrier base. This position will also work with Penske Brokerage Operations to resolve any issues that may occur with the load from a carrier side. This role will be the subject matter expert (SME) of the Penske Brokerage carrier base and is expected to regularly communicate and support motor carriers in an effort to build the business relationship and find growth opportunities with these carriers.
Sourcing Carrier Capacity:
Strategizing with Penske Brokerage operations and Management team to provide capacity solutions for current and prospective customers.
Create and drive a carrier sourcing strategy that successfully allows the Penske Brokerage team to meet its monthly, quarterly, and yearly goals.
Sourcing, qualifying, and adding carriers to the Penske network.
Ensure the carriers understand Penske Brokerage operational expectations and requirements.
Reach out to potential carriers and recruit them for existing or new lanes being awarded by our customer base. Recruiting includes rate negotiation, and commitment of power units
and needed equipment by carriers being recruited.
Provide consistent and exceptional service levels to contracted carriers and internal customers
Carrier Negotiations & Pricing:
Negotiate freight rates with motor carriers and provide impactful recommendation to internal operations/sales team to ensure maximum profitability for the customers while delivering high margins back to Penske Brokerage
The pricing component is a critical step in the Penske Brokerage process and rates need to be developed through analysis and benchmarking to ensure maximum pricing integrity to the business.
Negotiate with carriers to meet margin requirements, approval of required criteria to haul for Penske and ensure maximum profitability. Maintain and grow relationships with carrier accounts.
Identify services and pricing that meet customer needs to make business objectives.
Negotiating rates with carrier network, through daily follow-up calls.
Maintain solid understanding of current market conditions (seasonality) and business.
Stay current with researching market trends and seasonality in the freight industry, responding to capacity related challenges by presenting viable solutions to Penske Brokerage operations teams.
Use discretion and independent judgment when compiling rates, RFP???s, when answering operations and sales requests and during proposal of best carrier selection to Brokerage team
Analyze current and historical lane level data to find capacity and negotiate pricing based on lane level data analysis in order to support freight shipping needs of Penske customers in specific geographical areas/markets
Evaluate customer trends, market constraints and seasonality factors in order to provide recommendations on carrier selection, identifying competitive rates and shipping efficiency
Analyze current carrier pricing and service levels to provide recommendations to operations to make alternate carrier selections for service improvement
Determine when carrier pricing is shifting or needs re-negotiated and reviewed with the carrier based on load or lane level analysis.
Develop and assist with presenting carrier analytics, key trends and proposals during Carrier or customer Quarterly Business Review (QBR)
Carrier Management/ Carrier Relations:
Develop carrier relationships in order to effectively support Penske customers. Maintaining and developing close relationships with carriers through daily communication including conducting safety & security reviews and identifying opportunities for additional collaboration.
Daily contact with carriers to determine availability and negotiate transportation rates.
Develop and manage a network of outside carriers to ensure adequate capacity for their assigned market. Continually reviewing carriers??? capacity, to identify growth opportunities.
Research new carriers in the marketplace, generating carrier leads, and develop new carrier relationships.
Regularly communicate, engage and support motor carriers in an effort to build the business relationship and find growth opportunities with these carriers.
Participate in QBRs or carrier appreciation events with the Manager of Carrier Relations/sourcing team.
Consciously ensure that the role treats the carriers as our customers and promote an engaging relationship that makes the carriers want to continue to partner with Penske.
Address operational issues or service failures directly with the carriers. Monitor service improvement in order to make decisions to remove carrier from Penske Brokerage carrier portfolio, with the support of Penske Brokerage leadership. Engage with the carriers as proactively as possible if issues arise
High School diploma or equivalent required, Bachelor's Degree preferred.
Two (2) plus years of sourcing/sales experience with a transaction oriented brokerage, or other related business required.
Proven track record in cold calling and carrier prospecting.
Inside sales or customer service experience in a business-to-business environment.
Successful track record of building relationships with stakeholders or customers that have resulted in high customer satisfaction.
Knowledge of US traffic lanes, equipment types and various modes (air, ocean, truck, trailer, TL, LTL) preferred
Must have strong analytical and presentation skills, written/oral communication and organizational skills.
Prior experience with Mercury Gate and RMIS preferred
Must be skilled in the operation of MS Office software programs, including Microsoft Word, Excel, and PowerPoint
Must be able to work with other departments to increase overall productivity for the company.
Ability to manage multiple projects with a sense of urgency while maintaining a high degree of accuracy required.
Must have strong negotiation and problem solving skills.
Ability to work independently and as part of a team, with a high degree of enthusiasm, professionalism and motivation
Regular, predictable, full attendance is an essential function of the job
Willingness to travel as necessary, work the required schedule, work at the specific location required (Beachwood, OH or Lisle, IL), complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history) and drug screening are required.
-The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
-The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines.
-While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be able to occasionally lift and/or move up to 25lbs/12kg.
-Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.
Penske is an Equal Opportunity Employer.
About Penske Logistics
Penske Logistics is a wholly owned subsidiary of Penske Truck Leasing. With operations in North America, South America, Europe and Asia, Penske Logistics provides supply chain management and logistics services to leading companies around the world. Penske Logistics delivers value through its design, planning and execution in transportation, warehousing and freight management. Visit www.PenskeLogistics.com to learn more.
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