Bronco Spotlight: Rafael Martinez

Photo of Rafael Martinez

Bachelor of Business Administration in sales and marketing, 2018

Current Job Title:

National Account Manager 

Current Employer:

Coyote Logistics 

Describe your current job:

I work in a fast-paced environment where I’m developing and managing my own portfolio of carriers that want to help Coyote move inventory for shippers of all industries and sizes in the most cost-effective way. The types of conversations I have with carriers around the country on a daily basis include determining trick availability, negotiating rates based on market trends, resolving issues they run into, and promoting our company technology. 

What is the most rewarding and the most challenging part of your job?

The most rewarding part for me is the feeling I have inside of making a huge impact for shippers and my carriers across the United States. I’ve booked carriers on long-distance shipments from WA - TX, TX - RI, AL - OH, FL - NJ, IN - NY, NY - KY and IL - CO. It just feels great to know I’m helping put those moving parts together through relationships I build with my carriers that then look forward to running them again with me. The most challenging part is the more loads I book, the more potential issues I face. I’ve had days where drivers have their trucks break down, causing delays in deliveries. At the same time, I might have a carrier or two calling in to cancel a load they’re on for different reasons (sick driver, family emergencies, etc.) and it’s my job to then find replacement carriers to make sure they’re still delivered on time. So many issues can occur at once, but when I successfully resolve them, by the end of the day, I’ve built credibility for my carriers to do business with me again. 

If you had a campus job or internship, how did they impact your career development? 

My summer internship before my senior year helped me build confidence on the phone. I was very nervous to start selling on the phone for the first time, but making phone calls is critical to succeed in sales. Once I started getting more comfortable, I was making 50-60 calls a day. At Coyote, I’m making 100+ phone calls a day and I didn’t see it as a problem at all when learning about my position. 

What advice do you have for students looking for their career after college? 

Do research on the companies you’re interested in because you’ll want to know what they do and see which would be a good fit. Also, reach out to those that have interned or currently work for them to hear their experiences and ask questions about the position you’re applying for. You want to land a job for a company you’re going to enjoy working for. I followed these exact same steps and can say I’m happy to be where I am.

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