Pay Range: $103k-$129kYOUR ROLEThe Dedicated Business Development Manager is responsible for driving profitable growth of CEVA Logistics' Dedicated Transportation solutions across North America. This strategic hunter role focuses on identifying, developing, and securing new dedicated transportation opportunities while expanding CEVA's presence within target verticals and key accounts.
The successful candidate will develop executive level relationships, uncover complex customer transportation challenges, and lead cross-functional teams in designing customized dedicated fleet solutions that deliver measurable value to customers. This individual will own the entire sales lifecycle, from prospecting and qualification through solution development, proposal presentation, contract negotiation, and successful handoff to operations.
This role requires a highly motivated sales professional with extensive transportation industry expertise, strong business acumen, and the ability to engage C-suite decision-makers while collaborating effectively with operations, engineering, pricing, finance, and implementation teams.
WHAT ARE YOU GOING TO DO?- Develop and execute a strategic sales plan to achieve Dedicated Transportation revenue, profit, and growth objectives.
- Identify, target, and secure new dedicated transportation opportunities within assigned markets and verticals.
- Build and maintain a robust sales pipeline capable of consistently achieving and exceeding annual sales targets.
- Generate new business through prospecting, networking, referrals, industry events, and strategic account penetration.
- Develop relationships with executive level decision makers including CEOs, COOs, CFOs, Vice Presidents of Supply Chain, Transportation, and Logistics.
- Conduct comprehensive discovery sessions to understand customer supply chain challenges, transportation requirements, and business objectives.
- Lead complex sales engagements and navigate multi level customer organizations to drive consensus and secure business.
Solution Development:
- Collaborate with Operations, Engineering, Pricing, Finance, and Leadership teams to develop innovative and competitive dedicated transportation solutions.
- Lead the development of customer proposals, business cases, pricing models, and contract negotiations.
- Present customized transportation solutions and value propositions to customer stakeholders and executive leadership teams.
- Ensure proposed solutions meet operational, financial, and customer service objectives.
Customer Relationship Management:
- Establish trusted advisor relationships with customers and prospects.
- Develop long term strategic partnerships that support customer retention and future growth opportunities.
- Maintain a thorough understanding of customer business strategies, market conditions, and industry trends.
- Participate in executive business reviews and strategic planning sessions with key customers.
Pipeline Management & Reporting:
- Maintain accurate opportunity, pipeline, and forecasting information within CRM systems.
- Provide regular updates on sales activities, opportunity progression, and forecast accuracy.
- Utilize CRM, market intelligence, and sales enablement tools to support business development efforts.
- Monitor market trends, competitor activities, and industry developments to identify growth opportunities.
Cross-Functional Collaboration:
- Partner closely with Operations and Implementation teams to ensure a seamless customer onboarding experience.
- Collaborate with internal stakeholders to support solution design, customer presentations, and implementation planning.
- Serve as the voice of the customer internally and advocate for customer requirements throughout the sales process.
WHAT ARE WE LOOKING FOR? Education & Experience:
- Bachelor's Degree in Business, Supply Chain, Transportation, Logistics, or a related field preferred.
- Minimum 10 years of transportation, logistics, supply chain, or dedicated fleet sales experience.
- Proven track record of selling complex transportation solutions and securing large-scale dedicated transportation contracts.
- Demonstrated success managing long sales cycles and enterprise level customer relationships.
- Experience engaging and influencing C-suite and executive-level stakeholders.
Skills & Competencies:
- Strong consultative selling and solution selling capabilities.
- Advanced negotiation, presentation, and communication skills.
- Financial acumen with the ability to analyze transportation costs, pricing models, and profitability.
- Strong business development and strategic planning capabilities.
- Proficiency with CRM platforms (Salesforce preferred), Microsoft Office Suite, and transportation management technologies.
- Excellent project management and organizational skills.
- Ability to analyze market trends and translate insights into growth opportunities.
Characteristics:
- Results oriented hunter mentality with a passion for winning new business.
- Strategic thinker with strong problem-solving abilities.
- Self motivated and highly accountable.
- Executive presence with the ability to influence at all levels of an organization.
- Collaborative team player capable of leading cross functional initiatives.
- Adaptable, resilient, and comfortable operating in a fast-paced environment.
KEY PERFORMANCE INDICATORS (KPIs):
- New Dedicated Revenue Growth
- Gross Profit and Net Revenue Generation
- New Logo Acquisition
- Pipeline Development and Coverage Ratio
- Win Rate Percentage
- Proposal to Close Conversion Rate
- Customer Retention and Expansion Opportunities
- CRM Compliance and Forecast Accuracy
Outstanding benefits for employee and family including multiple health plans(company contribution to health savings account), prescription, dental and vision coverage.
Company paid life insurance, accident insurance, short- and long-term disability coverage and employee assistance plan.
Voluntary benefits including additional life insurance, AD&D coverage, buy-up short- and long-term disability, critical illness, identify theft & legal plan.
401(k) with company match.
Flexible Paid Time Off programs including company paid holidays.
Tuition reimbursement program.
