Position: Director, Agent Network 

Job Description: 

The Director of Agent Network will be responsible for leading, developing, and expanding Forward Air’s network of independent freight agents, driving business growth, optimizing performance, and ensuring seamless operations within the domestic freight forwarding sector. This senior leadership role will oversee agent recruitment, relationship management, performance optimization, and strategic initiatives to enhance service capabilities and profitability.

The ideal candidate will have extensive experience in managing freight agent networks, strong industry knowledge, and the leadership skills to foster a high-performing, engaged, and strategically aligned network of partners. This role requires a deep understanding of freight forwarding operations, sales enablement, and network development strategies.

Core Duties and Responsibilities: 

Agent Network Strategy & Growth:

Develop and implement a long-term strategy to expand and strengthen the independent freight agent network. Identify and onboard high-performing freight agents in key markets to support business growth. Build a scalable, sustainable agent model that aligns with corporate objectives and revenue goals. Lead negotiations for agent contracts and partnership agreements.

Performance Management & Operational Excellence:

Define key performance indicators (KPIs) to measure agent success, ensuring accountability and high service standards. Provide ongoing training, support, and resources to help agents enhance their productivity and customer service. Implement best practices and standard operating procedures to streamline agent operations. Conduct regular business reviews with agents to assess performance, address challenges, and identify growth opportunities.

Revenue Growth & Sales Enablement:

Partner with commercial and sales teams to drive agent-led revenue growth strategies. Develop sales enablement programs, marketing support, and tools to help agents expand their customer base. Identify and leverage market trends, competitive intelligence, and customer needs to optimize agent-driven sales efforts. Work with finance and pricing teams to ensure competitive and profitable freight pricing structures.

Technology & Process Optimization:

Oversee the adoption and integration of freight management systems, tracking tools, and CRM platforms for agents. Leverage data analytics to monitor agent performance, identify trends, and make data-driven decisions. Drive digital transformation initiatives to enhance communication, booking efficiency, and customer experience for agents.

Compliance & Risk Management:

Ensure agents comply with industry regulations, company policies, and contractual agreements. Implement risk mitigation strategies, including thorough vetting, compliance audits, and performance monitoring. Stay up to date on regulatory changes impacting domestic freight forwarding and agent operations.

Professional Experience/Qualifications: 

Experience:

12+ years of experience in domestic freight forwarding, logistics, or transportation, with at least 5 years in a leadership role managing an agent network. Proven track record of building, scaling, and managing independent freight agent networks. Strong background in sales strategy, agent relations, and business development within transportation.

Skills & Competencies:

Strong leadership and relationship management skills, with the ability to engage and motivate independent agents. Deep knowledge of domestic freight forwarding operations, market trends, and pricing strategies. Strong financial acumen to analyze agent profitability and performance metrics. Excellent negotiation skills for agent contracts and partnership agreements. Proficiency in freight management software, CRM tools, and analytics platforms.

Education:

Bachelor’s degree in Business, Supply Chain, Logistics, or a related field. Advanced certifications in logistics, transportation management, or sales leadership preferred.

Forward is an Equal Opportunity employer.