Experience level: Mid-senior
Experience required: 10 Years 10 Months
Education level: Bachelor's degree
Job function: Sales
Industry: Logistics and Supply Chain
Total position: 1
Relocation assistance: No
Visa sponsorship eligibility: No
Xpedient Logistics – Business Development Director
Reports to: Vice President of Sales & Marketing
Location: Fully Remote
- Preferred markets: Dallas or California
- Open to candidates nationwide
Selling: Warehousing, Order Fulfillment, Supply Chain Management, Transportation/Logistics
This is a fully remote position, however they would be expected to travel often.
Travel Expectations
Approximately 50% travel
- Typically half the week
- Often Mon–Tues or Mon–Wed travel
- Rarely full-week travel
Travel is primarily for:
- Customer meetings
- Site visits
- Conferences and networking events
Travel logistics:
- Book your own travel
- Company credit card provided
- AI-driven expense and travel management system
Day-to-Day Responsibilities
This is a true hunter role focused on net-new business development.
Responsibilities include:
- Prospecting for new customers
- Cold calling, emails, and leveraging warm leads
- Managing a personal sales funnel
- Developing strategic account plans
- Quarterbacking deals internally with operations, finance, and leadership
- Attending industry conferences and networking events
- Meeting prospects in person whenever possible
- Providing market intelligence back to marketing
- Helping expand brand awareness in the market
You are essentially the quarterback of the deal internally, pulling together all stakeholders.
Target Customers
They sell to mid-market through large enterprise companies.
Typical decision makers:
- Warehouse Directors
- Transportation Managers
- VP-level leadership
Industries:
- Retail
- Consumer products
- Furniture
- Bulk goods
- Logistics-heavy businesses
Client Size Range:
- Companies with $50M to $15–20B in revenue
- Some clients have 10 employees, others 20,000+
What Success Looks Like (KPIs)
Primary Targets:
- $7.5M in new revenue annually
- 33% close ratio
- 90% renewal rate on existing contracts
Sales Process
- Typical sales cycle:
- New clients: 6–18 months
- Existing clients: 3–6 months
- This is a true enterprise-style logistics sales cycle requiring persistence and relationship-building.
What They're Looking For
Key Traits
- Competitive and driven
- Self-starter
- Autonomous
- Curious and innovative
- Comfortable with long sales cycles
- Strong internal collaboration skills
Must-Have Experience
- True net-new business development
- Comfortable cold calling
- Strong CRM usage
- Experience managing a sales funnel
They care more about mindset and sales ability than deep logistics experience.
Skills: Business Development, Cold calling, negotiations, Logistics Sales, Client Meetings, Sales