Position SummaryThe
3PL Business Development Manager is responsible for driving new customer acquisition, leading strategic sales initiatives, and developing a high-performing pipeline of enterprise transportation opportunities across North America. This role serves as a trusted supply chain advisor, helping customers improve transportation performance through customized logistics solutions including truckload, less-than-truckload (LTL), intermodal, drayage, cross-border, dedicated capacity, managed transportation, warehousing, and other value-added supply chain services.
This is a player-coach role designed for an experienced transportation sales professional who thrives on winning new business while helping elevate the performance of the broader sales organization. The Business Development Manager will actively pursue and close strategic opportunities while mentoring sales representatives, sharing best practices, and contributing to the ongoing evolution of Sheer's commercial strategy.
Salary: - Base: $100,000-110,000 with an uncapped commission plan
Work Schedule: This position will be based in our Chicago office, with a hybrid schedule of three days onsite and two days remote.
Key Responsibilities- Lead the acquisition of new strategic shipper accounts through modern prospecting strategies including AI-enabled outreach, sales intelligence, marketing campaigns, referrals, networking, industry events, and executive relationship development.
- Develop and execute territory and account strategies using transportation market intelligence, financial data, and customer insights to prioritize high-value opportunities.
- Manage a healthy pipeline of qualified opportunities within Salesforce, ensuring accurate forecasting, CRM hygiene, and executive visibility.
- Own the complete enterprise sales cycle from prospecting and discovery through solution development, proposal creation, executive presentations, contract negotiations, and successful close.
- Conduct executive-level discovery sessions to understand customer transportation networks, procurement strategies, financial objectives, operational challenges, and long-term business goals.
- Develop creative and differentiated logistics solutions leveraging truckload, LTL, intermodal, drayage, cross-border, managed transportation, brokerage, dedicated transportation, warehousing, and transportation technology.
- Partner with Solutions Engineering, Pricing, Procurement, Operations, Customer Success, and Executive Leadership to develop compelling customer proposals and business cases.
- Maintain urgency throughout the sales cycle by proactively managing stakeholders, overcoming objections, and driving clear next steps toward contract execution.
- Deliver executive presentations and strategic recommendations to supply chain, procurement, operations, finance, and C-suite leaders.
- Consistently achieve or exceed monthly, quarterly, and annual revenue and gross profit objectives.
- Remain current on freight market trends, transportation technology, economic conditions, competitive offerings, and emerging supply chain innovations.
- Support implementation and executive relationship management during customer onboarding while identifying opportunities for account expansion.
- Mentor and coach Business Development Representatives and Sales Representatives on prospecting strategies, pipeline management, consultative selling, and enterprise sales best practices.
- Help establish sales processes, playbooks, and best practices that improve team effectiveness and accelerate commercial growth.
- Contribute to strategic initiatives, sales enablement efforts, and commercial planning in partnership with Sales Leadership.
Leadership Responsibilities- Lead by example through consistent sales execution and professional accountability.
- Coach junior sales professionals through opportunity strategy sessions, deal reviews, and pipeline planning.
- Share successful sales methodologies, customer insights, and competitive intelligence with the broader commercial organization.
- Promote collaboration across Sales, Solutions, Marketing, Operations, and Customer Success.
- Foster a culture centered on accountability, continuous improvement, customer value, and teamwork.
Qualifications- Bachelor's degree in Business, Supply Chain, Logistics, or related field preferred.
- 7-10+ years of successful B2B sales experience within transportation, freight brokerage, logistics, supply chain consulting, or managed transportation.
- Proven track record of consistently exceeding revenue and gross profit targets.
- Demonstrated success selling complex enterprise transportation solutions.
- Experience selling one or more of the following:
- Less-than-TruckLoad (LTL)
- Managed Transportation / 4PL
- Transportation Management Systems (TMS)
- Transportation Technology
- Strong executive presence with the ability to influence senior decision-makers.
- Excellent consultative selling, negotiation, financial, and presentation skills.
- Ability to build relationships across Supply Chain, Procurement, Operations, Finance, Manufacturing, and Executive Leadership.
- Data-driven approach to prospecting, forecasting, and sales strategy.
- Highly organized with strong business acumen and exceptional follow-through.
- Experience utilizing Salesforce or equivalent CRM platforms.
- Willingness to travel as needed for customer meetings and industry events.
Preferred Qualifications- Existing network of shipper relationships.
- Experience leading strategic enterprise pursuits and complex RFP responses.
- Experience mentoring or leading sales professionals.
- Strong understanding of transportation procurement, carrier sourcing, routing guides, network optimization, and transportation analytics.
- Experience selling technology-enabled logistics solutions.
- Familiarity with AI-enabled sales platforms, sales intelligence, automation, and digital prospecting technologies.
Working Conditions and Physical Demands- Sedentary office work with limited exposure to weather conditions.
Benefits (Full-Time Positions)- Medical, Dental, and Vision Coverage
- Vacation, Sick Time, and Paid Holidays
- Short- and Long-Term Disability Insurance
- Term Life and AD&D Insurance
- Employee Assistance Program
