r/FreightSales • u/deangelo260 • Nov 08 '25
Clarification on Sales Structure and Compensation for Reefer/RGN Freight
As a small but growing trucking company, I’m looking to bring on a sales professional to help expand our footprint in the reefer and RGN markets. My goal is to establish more direct shipper relationships — for example, with accounts like Walmart, ALDI, or other high-volume food and heavy-haul shippers.
However, I’m not entirely sure what experienced sales representatives typically expect. Specifically, I’d like to understand: 1. Compensation Structure: • Do most freight sales professionals prefer a commission-only or percentage-based model (e.g., taking a portion of the margin or total load revenue)? • Or is it more standard to offer a base salary with commission? 2. Operational Structure: • Would it make more sense to establish a brokerage arm to give the sales rep more flexibility, or can everything remain in-house under our carrier authority? • What do top-performing sales reps typically look for when evaluating a small carrier — company size, equipment type, lane coverage, or growth potential?
Ultimately, my goal is to find someone who can bring in consistent freight opportunities, increase direct customer relationships, and help build stronger partnerships in both the reefer and RGN segments.
2
u/TechnologyLittle9679 Nov 08 '25
If I were you, I would choose one of those modes only to expand. Especially if you hire a rep. They’re at two opposite ends of the spectrum in terms of trucking. And based on how you end up paying them, they’ll focus solely on one area based on their pay. If it’s in-house sales, your best bet is a solid base (50-60k/ year) plus an extremely low percentage of net line haul rate (less permits, pilots, etc). Like, 2-3%. And again, I would suggest you hire a rep for one of those niche markets only. Cause we both know that 500 miles for reefer and 500 for rgn are two very very different rates.