Business Development Manager

About the Role

We are looking for a dynamic and results-oriented Business Development Manager to spearhead revenue growth within the freight and logistics industry. In this pivotal role, you will be responsible for crafting and implementing strategic initiatives to expand our customer base, foster long-term client relationships, and collaborate closely with operations to ensure the delivery of seamless, high-quality services. A deep understanding of air, sea, and land freight, along with customs processes and the evolving needs of shippers, is critical to success in this position.

Key Responsibilities

• Opportunity Identification and Conversion: Proactively identify, qualify, and close new business opportunities across freight forwarding, customs clearance, warehousing, and related logistics services to drive revenue growth.
• Strategic Account Planning: Develop and execute multi-channel account plans tailored to target markets, industries, and geographies to maximize business potential.
• Sales Pipeline Management: Build and maintain a robust sales pipeline, ensuring accurate forecasting and the achievement of quarterly and annual revenue targets.
• Client Engagement and Proposal Development: Conduct comprehensive needs assessments, present customized solutions, and prepare compelling proposals and bids to meet client requirements.
• Cross-Functional Collaboration: Partner with Operations, Pricing, and Compliance teams to design feasible, competitive, and compliant service offerings that align with market demands.
• Contract Negotiation: Lead negotiations with customers and internal stakeholders to secure favorable terms, pricing, and contractual agreements.
• Market Intelligence and Strategy: Monitor industry trends, competitor activities, and regulatory changes to inform strategic decision-making and maintain a competitive edge.
• Representation and Networking: Represent the company at industry events, conferences, and client meetings to strengthen external relationships and enhance brand visibility.
• Customer Retention and Satisfaction: Oversee post-sale onboarding processes to ensure seamless transitions and maintain high levels of customer satisfaction and retention.
• Performance Reporting: Prepare and present regular sales reports, dashboards, and revenue analyses to leadership to track progress and inform strategic adjustments.

Qualifications and Skills

To excel in this role, you should possess the following qualifications and competencies:

• A Bachelor’s degree in Business Administration, Supply Chain Management, Logistics, or a related field. An MBA or advanced degree is a plus.
• Minimum of four years of B2B sales experience within the freight/logistics, third-party logistics (3PL), or related sectors, with a proven track record of meeting or exceeding sales targets and expanding key accounts.
• In-depth knowledge of freight modes, including air, ocean, road, and rail transportation, as well as customs procedures, Incoterms, and regulatory considerations.
• Exceptional negotiation, presentation, and proposal-writing skills to effectively communicate value propositions and secure business deals.
• Strong communication, collaboration, and stakeholder management abilities to build and maintain relationships across diverse teams and client segments.
• Proficiency in CRM systems, such as Salesforce or HubSpot, and Microsoft Office Suite. Experience with data analysis and forecasting tools is highly desirable.
• The ability to travel as required and thrive in a fast-paced, deadline-driven environment.
• Fluency in [specify languages as required by location/market] to engage with diverse client bases and stakeholders.

Preferred Qualifications

While not mandatory, the following experience and certifications will enhance your candidacy:

• Prior experience with freight forwarders, Non-Vessel Operating Common Carriers (NVOCCs), freight brokerage, or 3PL integrations.
• A solid understanding of digital freight platforms, modal optimization strategies, and cost-to-serve modeling.
• Relevant certifications such as Certified Customs Specialist (CCLS), Certified Professional in Supply Management (CPSM), or similar credentials.