Armstrong Transport Group is a third-party logistics provider headquartered in the vibrant South End neighborhood of Charlotte, NC, with additional locations in Boise, ID, Alpharetta, GA, and Schaumburg, IL. Using the power of innovative technology solutions, we create seamless connections for shippers and carriers while delivering exceptional customer experiences. We're proud to have a diverse community of more than 200 independent agent offices that rely on us to help grow their business and fuel their success. Behind the scenes, our team of over 300 corporate employees provides unwavering support, ensuring that everyone involved in the logistics process receives the care and attention they deserve. Recognized as a US Best Managed Company and a Top Workplace, Armstrong thrives on creating positive experiences and fostering partnerships to help grow careers.
As an Agent Recruiter, you close. You take qualified opportunities from our recruiting team, build the business case that convinces an experienced freight professional to move their book to Armstrong, negotiate the terms, and get the agreement signed. A freight agent is an independent business owner who runs their business on Armstrong's platform and is compensated through 1099 commission payments — so this is a recruiting role and a sales role at the same time. You are asking someone to bet their livelihood on us, and you have to be able to show them the math. You will also source and close your own strategic prospects, and you will mentor the Agent Recruiting Specialists who feed you opportunities.
Responsibilities:
Closing the opportunity
- Own qualified opportunities from the introductory call through signed agent agreement and first load
- Conduct in-depth business reviews — revenue and gross margin history, customer list and concentration, credit exposure, claims history, carrier relationships, staffing, and technology needs
- Build and present the Armstrong business case: model the prospect's economics under Armstrong's commission structure against their current arrangement, and quantify the value of our back office, credit, technology, and carrier network
- Sell the appeal of agent ownership with Armstrong — the independence of running a business of their own, with the infrastructure of a nationally ranked brokerage behind it
- Negotiate commission splits, transition terms, and support commitments within approved parameters, escalating exceptions to the Director of Agent Recruiting
- Manage diligence and approval — references, background and credit review, contract review, and non-compete considerations — in partnership with Legal, Finance, and Agent Success
Pipeline and sourcing
- Self-source senior and strategic prospects through your personal network, referrals, and industry presence
- Build long-cycle relationships with prospects who aren't ready yet and run a disciplined nurture pipeline against them; opportunities that stall after handoff stay with you rather than recycling back to the Recruiting Specialist
- Maintain an accurate forecast and clean pipeline hygiene in Salesforce; report weekly to the Director of Agent Recruiting
- Represent Armstrong at industry conferences, career fairs, and networking events
Onboarding and team leadership
- Own the transition to Agent Success and stay engaged through first load and the agent's first 90 days
- Partner with the agent recruiting team and corporate staff to deliver an onboarding and training experience that lives up to what you sold
- Mentor Agent Recruiting Specialists — coach their introductory calls, review the quality of the opportunities they pass, and give direct feedback on objection handling
- Feed market intelligence, competitive terms, and objection patterns back to leadership so the program keeps improving
- Take on additional projects assigned by the Director of Agent Recruiting, the VP of Agent Recruiting, or the executive team to strengthen the recruiting process and the agent network
Requirements:
- 5+ years of experience in the transportation and logistics industry, including at least 2 years as a sales recruiter, freight broker, or in an agent-facing sales role
- A demonstrated record of closing — you can point to deals you personally won and explain how
- Working understanding of freight brokerage economics: margin, credit, factoring, carrier procurement, and what actually drives an agent's take-home
- Ability to read a book of business and model commission scenarios credibly in front of an experienced operator
- Strong negotiation skills and the judgment to know which terms are worth fighting for
- Excellent verbal and written communication and strong organizational skills
- Salesforce or comparable CRM discipline, with an accurate forecast
- Ability to travel up to 25% for conferences, industry events, and prospect meetings
- A demonstrated history of being an intrinsically motivated self-starter who thrives in a fully remote environment
- Associate's degree, or equivalent industry experience in lieu of a degree; bachelor's degree preferred
Preferred:
- Direct experience recruiting or managing independent freight agents
- An existing network within the freight brokerage and agent community
- Experience mentoring or leading junior sales or recruiting talent
ATG offers medical, dental, vision, flexible spending, and HSA benefits on the first of the month following the date of hire. Additional benefits include PTO, short- and long-term disability, and 401(k) with up to a 3.5% match.
Armstrong Transport Group, LLC is an equal opportunity employer. We do not discriminate in any aspect of employment based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
