Enterprise Business Development Manager

Summary:

Reporting to the Vice President of Business Development, you will be responsible for driving sales growth and managing client relationships within the transportation and logistics sector. You will develop and execute strategic sales plans, identify new business opportunities, and work closely with clients to deliver customized solutions that meet their transportation needs. Your role will involve analyzing market trend, and ensuring that sales targets are met or exceeded.

Supervisory Responsibility:

This position has no supervisory responsibility.

Essential Job Functions:

Sales (60 %)

• Source prospective transportation customers through various channels including trade conventions, online research, professional networks, and referrals
• Cold call potential and prior customers to secure profitable load delivery agreements
• Obtain current-market lane rates by via transportation information platforms and industry peers
• Determine rate per mile (RPM) offerings based on competitive market rates and corporate profitability guidelines
• Complete requests for proposal (RFP) responses and negotiate rate agreements with customers

Transportation Management (20%)

• Schedule and coordinate inbound and outbound loads transported by company drivers using transportation management system (TMS)
• Track and trace driver locations and movements utilizing fleet vehicle tracking platform and phone calls to estimate arrival and departure times
• Locate and arrange backhauls with third-party freight brokers
• Dispatch drivers and provide load confirmations to specify collection/delivery address
• Arrange roadside repairs and towing for stranded drivers
• Resolve issues negatively impacting drivers at delivery locations through consultation with drivers and customers
• Create bills of lading (BOLs) and collect proofs of delivery (PODs) required for shipments and deliveries
• Coordinate recoupment of lumper fees from customers
• Manage provision of electronic funds source (EFS) checks to drivers to allow payment for necessities in travel status

Compliance and Recordkeeping (10%)

• Ensures regulatory compliance requirements are met for drivers through ongoing record review and initiation of remedial actions
• Manage customer agreements to ensure specification are up to date

Recruiting (10%)

• Recruit, interview, and select qualified asset-based drivers
• Ensure driver hiring requirements are met by third-party recruiting firm, including drug testing, motor vehicle record (MVR), and DOT medical card

Supervision (5%)

• Recruit, hire, train, coach, and evaluate performance
• Assign and prioritize duties and projects
• Authorize/deny paid time off requests
• Coach, counsel, discipline, and terminate employment in accordance with company policy

Competencies:

• Ability to effectively communicate orally and in writing
• Customer service orientation
• Strong attention to detail
• Sales and negotiation skills
• Diplomatic and tactful
• Good time management and organizational skills
• Strong leadership skills
• Effective problem-solving skills
• Ability to understand complex regulatory requirements
• Working knowledge of DOT regulations

Qualifications:

• Associate degree
• 2 years experience in logistics, as well as transportation compliance and safety
• 1 year of sales experience

Special Conditions of Employment:

• Employment is contingent on successfully passing pre-employment background check
• Position requires on-call status twenty-four hours a day, seven days a week, 15 days per month