Job summary
As a Director of Business Development at Transportation One, you'll be responsible for bringing new business into the organization by identifying, pursuing, and closing new shipper relationships. This is a true hunter role designed for experienced freight professionals who know how to build a pipeline from scratch, open doors, and win business in a competitive market.
You'll own the entire sales cycle from prospecting and discovery through pricing, negotiation, and close. Once a customer is won, you'll partner with our Account Management team to ensure a seamless handoff while remaining an executive sponsor and trusted advisor throughout the life of the relationship. This is a quota-carrying role with direct impact on Transportation One's continued growth.
Duties and responsibilities
- Hunt, prospect, qualify, and close new shipper opportunities within an assigned territory, vertical, or account list
- Build and maintain a self-generated pipeline through outbound prospecting, networking, referrals, and market intelligence
- Own the full sales cycle from discovery through pricing, proposal, negotiation, and close
- Lead executive-level conversations with prospective customers and establish credibility with decision makers
- Develop winning sales strategies by leveraging freight market intelligence, customer needs, and lane-specific opportunities
- Participate in customer RFPs, including bid strategy, pricing, and proposal development
- Maintain accurate pipeline management, activity tracking, forecasting, and CRM hygiene in HubSpot
- Utilize CRM, prospecting tools, AI, and automation to maximize efficiency and sales effectiveness
- Build trusted customer relationships by providing strategic recommendations and consultative solutions
- Partner with Procurement, Pricing, Finance, and Account Management throughout the sales process
- Ensure smooth customer handoffs while remaining an executive sponsor for key accounts after implementation
- Travel to customer meetings and industry events as needed
Additional duties may be assigned by supervisor.
Minimum Qualifications
- Bachelor's degree preferred
- 7+ years of freight brokerage or 3PL experience with a proven track record of winning new business
- Demonstrated success carrying and exceeding new business sales quotas
- Strong understanding of freight market dynamics, pricing, capacity, and carrier strategy
- Proven ability to generate pipeline through outbound prospecting, networking, and referrals
- Strong executive presence with experience selling to VP and C-level decision makers
- Excellent negotiation, communication, and relationship-building skills
- Strong analytical, organizational, and problem-solving abilities
- Experience using CRM platforms (HubSpot preferred) and managing performance through KPIs
- Competitive, resilient, and highly accountable with a growth-oriented mindset
- Desire to build a long-term career with Transportation One
A combination of the above shall also be considered.
