General Manager — Pricing, Operations & Carrier Sales
ANDOVER LOGISTICS LLC
Bloomfield Hills, MI
Position Summary -
Andover Logistics is seeking an experienced General Manager to serve as a versatile, cross-functional operator supporting our brokerage team. This role sits at the intersection of pricing, operations, and carrier sales, and reports directly to the COO. The ideal candidate is a logistics generalist with deep tactical experience across all three functions — someone equally comfortable building a lane pricing model, resolving a service failure on an active shipment, or negotiating a rate with a carrier to cover a load. This person will flex across accounts based on where the business needs coverage, acting as a force multiplier for the operations and sales teams and as a key escalation point for pricing and account-level issues.
Key Responsibilities -
Pricing & RFP Support
- Build and maintain lane-level pricing (spot and contracted) using historical shipment data, market rate benchmarking tools, and current fuel surcharge indices.
- Lead or support responses to RFPs and RFQs, including bid templates, margin calculations by lane and mode, and submission tracking.
- Maintain rate sheets and margin floor guidelines by customer and lane.
- Analyze win/loss trends on bids to continuously refine pricing strategy and competitiveness.
- Partner with sales and account management on contract renewal pricing and annual rate resets.
- Monitor market capacity and rate trends (seasonality, fuel costs, capacity tightening) and proactively flag pricing risk or opportunity.
Operations Management
- Own end-to-end shipment tracking: pickup confirmation, in-transit check calls, and delivery confirmation across an assigned book of accounts.
- Resolve service failures in real time — missed pickups, late deliveries, detention issues, and cargo claims.
- Maintain accurate, up-to-date shipment and carrier records in the company's transportation management system.
- Coordinate delivery and pickup appointment scheduling directly with shippers and receivers.
- Manage exception handling, including weather delays, mechanical issues, and driver-related disruptions, with timely customer communication.
- Support billing and invoicing accuracy by ensuring rate confirmations reconcile with final invoices.
- Maintain and audit carrier compliance documentation (insurance certificates, authority status, onboarding paperwork).
Carrier Sales
- Source and secure capacity for open loads through carrier outreach, load boards, and an established carrier network.
- Negotiate carrier rates within defined margin targets to protect account profitability.
- Vet and onboard new carriers, verifying insurance coverage, safety ratings, and operating authority before tendering freight.
- Build and maintain a reliable, diversified carrier base by lane, region, and equipment type.
- Track carrier performance metrics, including on-time percentage and tender acceptance rate, to inform future carrier selection.
- Manage day-to-day carrier relationships and serve as a point of escalation for carrier-side issues.
General Management & Cross-Functional Leadership
- Serve as a flexible resource across accounts, stepping into pricing, operations, or carrier sales work wherever coverage gaps or urgent needs arise.
- Act as an escalation point for pricing and account-level issues that require judgment beyond day-to-day execution.
- Monitor margin performance across assigned accounts and flag erosion or risk before it becomes a financial issue.
- Serve as a working bridge between sales/account management commitments and what operations and carrier sales can realistically deliver.
- Own relationship management on select key accounts, including regular business reviews and issue resolution.
- Support the COO with hiring, onboarding, and training of junior operations and carrier sales staff as the team scales.
- Backfill the COO on select operational and strategic matters as needed.
Qualifications -
Required
- Minimum 5 years of experience in freight brokerage or third-party logistics, with direct experience in pricing/bid analysis, brokerage operations, and carrier sales.
- Demonstrated ability to build and manage lane pricing models and respond to RFPs/RFQs.
- Strong working knowledge of a transportation management system (TMS) and load board platforms.
- Proven track record negotiating carrier rates and managing carrier relationships.
- Excellent organizational skills with the ability to manage multiple accounts and priorities simultaneously.
- Strong written and verbal communication skills for daily interaction with customers, carriers, and internal stakeholders.
Preferred
- Prior experience in a hybrid or generalist role spanning pricing, operations, and sales at a freight brokerage.
- Experience managing or mentoring junior team members.
- Familiarity with market rate benchmarking tools and freight market indices.
- Advanced proficiency in Excel (pivot tables, lookups, margin modeling).
- Bachelor's degree in supply chain management, business, logistics, or a related field (or equivalent professional experience).
Andover Logistics LLC is an equal opportunity employer.
Work Location: In person
