Lead Generation Specialist – Freight Brokerage

Position Overview

The Lead Generation Specialist plays a critical role in supporting the growth of the freight brokerage by identifying and researching companies that require freight transportation services. This position focuses on building a consistent pipeline of qualified prospects for the freight sales team by identifying shipping companies, researching logistics decision-makers, and organizing detailed prospect lists for sales outreach.

The Lead Generation Specialist ensures that the sales team has a steady flow of potential customers to contact and pursue. By identifying companies that regularly move freight, the Lead Generation Specialist helps accelerate customer acquisition and supports the brokerage’s ability to expand into multiple freight markets.

This role requires strong research ability, organization, and the ability to identify high-value opportunities within the logistics and transportation industry.

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Purpose of the Role

The primary purpose of this role is to identify and qualify companies that ship freight, allowing the sales team to focus on closing new freight opportunities and building long-term shipping relationships.

The Lead Generation Specialist supports the overall business development strategy by ensuring that potential customers are consistently identified and added to the sales pipeline.

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Core Responsibilities

The Lead Generation Specialist is responsible for researching and identifying companies that require freight transportation services across multiple industries and geographic markets.

Key responsibilities include:

• Researching companies that regularly ship freight
• Identifying importers, manufacturers, distributors, and retailers that require transportation services
• Locating logistics managers, shipping coordinators, and supply chain decision-makers
• Building detailed prospect lists including company names, contact information, and industry data
• Identifying freight lanes and shipping patterns when possible
• Supporting the freight sales team with organized prospect lists for outreach
• Maintaining accurate records of research activity and prospect data using company systems

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Industries and Companies Targeted

The Lead Generation Specialist will research companies across a wide range of industries that regularly move freight, including:

• Manufacturing companies
• Retail distributors
• Import/export businesses
• Furniture companies
• Automotive parts companies
• Food and beverage importers
• Industrial suppliers

Many of these companies move freight through major U.S. ports and logistics hubs such as:

• Savannah
• Charleston
• Los Angeles
• Houston
• New York / New Jersey

The Lead Generation Specialist will help identify potential customers operating in these and other major freight markets.

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Tools and Research Methods

The Lead Generation Specialist will utilize online research tools and databases to identify potential customers. These may include:

• LinkedIn
• Business directories
• Online company databases
• Google research
• Industry directories
• Import/export databases when available

Strong internet research and data organization skills are essential for success in this role.

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Expected Output

The Lead Generation Specialist is expected to generate a steady stream of qualified prospects for the sales team.

Typical weekly targets include:

• 100–200 qualified company leads
• Verified contact information for logistics decision-makers
• Organized lead lists ready for sales outreach

Lead quality is critical, as accurate research allows the sales team to focus on companies most likely to require freight transportation services.

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Contribution to Business Growth

The Lead Generation Specialist plays a foundational role in the growth of the brokerage by ensuring that the sales team has access to a consistent pipeline of potential shipping customers.

By identifying and organizing high-quality prospects, this role enables the freight sales team to focus on building relationships, securing freight lanes, and generating revenue for the company.

The effectiveness of the lead generation function directly supports the company’s ability to expand into new freight markets and increase shipping volume over time.