Business Development Manager, Freight Brokerage

$90K - $100K
Posted on 11/18/17 by Kurt Baumann
Confidential Company
Phoenix, AZ
Business Services
$90K - $100K
Posted on 11/18/17 Kurt Baumann

Our client, a mid-sized third-party logistics (3PL) company based in Phoenix, offers domestic transportation management (DTM) services, primarily freight brokerage, to FOOD growers, processors and distributors, especially to food manufacturer and produce distribution. The company is financially stable and growing. Current transportation modes being utilized include both refrigerated and dry van LTL and TL.

It seeks a Freight Brokerage Business Development Manager in Phoenix to establish new business with larger shippers in the Southwest region.

This role is responsible for identifying new business targets, sales promotion and marketing, direct sales and contracting.

The manager will collaborate with inside sales and operations personnel on pricing and customer service.

The Freight Brokerage Business Development Manager reports directly to the Executive Vice President. 

The ideal candidate will have prior freight brokerage experience in sales and demonstrated success in developing new business with food industry customers.

Primary Responsibilities:


-Develop shipper targets for business development with major account potential.

-Call on existing and prospective new customers via inside outside sales visits.

-Connect with executive transportation services decision-makers.

-Visit existing customers and potential clients within the territory on a periodic basis. 

-Engage in discussions of customer business requirements and challenges, and develop service solutions.

-Develop multi-modal solutions for both freight brokerage and networktransportation management.

-Work with Operations to create rate quotes and service proposals.

-Maintain a database of contacts, prospects and the new business pipeline.

-Manage the sales cycle process, including targeting, lead generation, qualification, pricing, proposal, and closure.

-Develop knowledge of and monitor news and trends in the produce and frozen food industries.

Position Requirements:


-Substantial 3PL salesexperience in trucking and/or freight brokerage.

-Prior experience in refrigerated freight brokerage.

-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.

-Proven track record of direct sales, pricing and negotiation, and closing new business service contracts.

-Strong communications skills with a positive and engaging personality.

-Proficient in Microsoft Office and using the Internet

-Willingness to travel within the sales territory for 2-3 days per week

-College degreepreferred, 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.

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