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  • Phoenix, AZ

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Business Development Director, Freight Brokerage

3PLRecruiters • Phoenix, AZ

Posted 5 days ago

Job Snapshot

Sales - Marketing, Other Great Industries, Transportation
Supply Chain, Transportation, Sales


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Job Description

Business Development Director, Freight Brokerage

Our client is a mid-sized ($20M) 3PL based in AZ offering domestic transportation management (DTM) services, primarily freight brokerage services to its parent company’s suppliers. It is expanding to provide services outside of this customer base in food service into other industries in the South/Southwest. The company is financially stable and growing. Current transportation modes include TL and LTL for refrigerated, dry van and flatbed.

It seeks to hire a Business Development Director to establish new business with large shippers and expand business with existing customers. This role is responsible for identifying new business targets, sales promotion and marketing, direct sales and contracting. It collaborates with inside sales and operations personnel on pricing and customer service. This role reports directly to the CEO. A qualified candidate will have prior transportation sales and freight brokerage with demonstrated success in developing customer accounts in the Southwest and West.

Primary Responsibilities:

  • Coordinate complete sales cycle process including prospect list initiation, lead generation, prospect qualification, analysis, pricing, negotiation, proposal preparation and presentation(s), contract signing, start-up and customer service follow-up after the sale.
  • Direct and monitor the work flow of the inside sales team. Develop and manage operating budgets.
  • Day-to-day staff management and development including recruitment, hiring, goal setting and performance coaching -- all with full support of corporate office.
  • Develop sales team and leaders, furthering growth of the team and office.
  • Call on existing and prospective new customers via phone and outside sales visits.
  • Identify new shipper targets for business development with major account potential.
  • Connect with executive transportation services decision-makers.
  • Engage in discussions of customer business requirements and challenges, and develop service solutions.
  • Develop multi-modal solutions for both freight brokerage and network transportation management.
  • Work with Operations to create rate quotes and service proposals.
  • Maintain the CRM database of contacts, prospects and the new business pipeline.
  • Implement company’s growth strategy, including staffing, revenue goals, carrier development and margins.

Job Requirements

  • At least 7 years of Transportation Sales experience, including non-asset-based freight brokerage.
  • At least 3 years of Sales Management experience with demonstrated success in revenue growth.
  • Proven track record of direct sales, pricing and negotiation, and closing new business service contracts.
  • Ability to develop shipper targets for business development with major account potential.
  • Knowledge of major traffic lanes and competitive carrier rates for refrigerated TL and LTL.
  • Motivation to self-manage and continuously contact shippers, and maintain a sales pipeline.
  • Demonstrated understanding of consultative sales approach and selling transportation services.
  • Knowledgeable of Food logistics, including temperature-controlled.
  • Experience in other customer industries, such as Industrial, Oil & Gas, and CPG/Retail is valued.
  • Expertise in truckload, LTL and intermodal freight.
  • Proficient TMS user, especially MercuryGate. Capable user of CRM Strong communications skills with a positive and engaging personality.
  • Proficient in Microsoft Office (Word, Excel, and Outlook) and using the Internet.
  • Willingness to travel within the sales territory for 2-3 days per week.
  • College degree preferred, but not required, especially in Supply Chain Management or Business Management.

The above is intended to describe the general content of and requirement for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements.

Job ID: 194
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