Location:Haddonfield, NJ (local candidates preferred)
Hours:Full-time
Position: National Business Development Representative II
Department: Business Development
About The RoleWe are seeking an experienced Business Development Representative with a strong background in the truckload transportation industry to join our team. The ideal candidate will have
several years of current, hands-on truckload experience and a strong understanding of the transportation and logistics industry, with current experience in truckload sales.
Local candidates are preferred, as this role involves close collaboration with our internal team as well as opportunities for in-person customer and prospect meetings. We value someone who can build strong, lasting relationships with our current customers while also bringing a proven strategy and track record for developing and growing new relationships.
Key Accountabilities & Responsibilities
Accountabilities:Pipeline & Revenue Ownership- Build, maintain, and actively manage a structured business development funnel and qualified prospect pipeline within CRM.
- Drive disciplined opportunity progression from identification through close, ensuring accurate stage definition, probability weighting, and next-step documentation.
- Meet or exceed defined revenue, profitability, margin (spread), and load count growth targets.
- Proactively identify expansion, cross-sell, and margin improvement opportunities within assigned accounts.
Meeting Leadership & Internal Preparation StandardsThe BDR sets the agenda and leads the room - internally and externally. BDR is accountable to:
- Schedule and lead all customer-specific internal meetings, including:
- Prospect introduction / pre-quote alignment meetings
- RFI/RFP strategy sessions
- Onboarding kickoff meetings
- Account Development Strategy (ADS) meetings
- QBR / Business Review preparation meetings
- Customer-facing Business Reviews
For each non-time-critical or triage meeting, the BDR should distribute a written agenda in advance.- Clearly define the objective (decision, strategy alignment, execution planning, etc.).
- Present a structured summary including:
- Opportunity or threat statement
- Customer background and strategic relevance
- Financial impact (revenue, margin, volume potential)
- Competitive landscape (if known)
- Defined next steps with owners and due dates
Opportunity Ownership & Internal AlignmentThe BDR should proactively engage the prospect or customer in advance to gather sufficient information and develop a clear understanding of their needs, challenges, objectives, and expectations. For each new opportunity, to the extent possible, the BDR should arrive fully prepared to clearly articulate the following:
- Customer need (explicit and implicit)
- Business case and strategic fit
- Key stakeholders and decision-makers
- Identified "champion" and the strength of that relationship
- Buying process and timeline
- Risks, competitors, plan
- Required internal resources
If technical, operational, compliance, or pricing expertise is required, the BDR must secure appropriate internal stakeholders in advance and ensure they are briefed before engagement.
Champion & Stakeholder Strategy- Maintain a clear understanding of the primary champion and power sponsor within each account or prospect.
- Develop multi-level relationships across operations, procurement, compliance, and executive leadership where appropriate.
- Define and document next steps after every meaningful interaction, including:
- Owner
- Due date
- Expected outcome
No opportunity in the CRM should exist without a documented next step.
Account Growth & Executive Relationship Ownership- Develop and execute formal account growth plans for assigned customers.
- Establish long-term revenue roadmaps that include:
- Volume expansion
- Modal diversification
- Margin optimization
- Contract/RFP positioning
- Own executive-level relationship management where applicable.
- Elevate risks, competitive threats, and customer dissatisfaction proactively.
CRM Discipline & Data Integrity- Maintain CRM as the single source of truth for:
- Account details
- Stakeholder mapping
- Opportunity stage and value
- Activity history
- Next steps and follow-ups
- Ensure CRM entries are updated in real time and reflect the current reality.
- Utilize CRM reporting to drive weekly pipeline reviews and strategic forecasting.
Responsibilities:Market & Growth Execution- Clearly articulate Tucker's differentiated value proposition in targeted verticals; maintain fluency in industry terminology, solution design, and margin-driven selling strategies.
- Utilize lead generation platforms, market intelligence, seize on new and/or "waterfall" opportunities, and use and/or help design customized reporting tools to identify and pursue new revenue opportunities aligned with company strategy.
- Gather and analyze competitive intelligence, customer trends, and market data to inform account strategy and protect margins. Follow your customers and prospects in the news.
Pricing & Profitability Management- Provide structured feedback on wins, losses, and margin performance.
- Own account-level pricing and margin optimization strategy in collaboration with Capacity and Pricing team members, escalating margin erosion risks and recommending corrective actions.
- Partner cross-functionally to implement profitability improvement initiatives and strengthen long-term customer economics.
Account Strategy & Performance Reviews- Initiate and manage structured 30/60/90-day account reviews for new business to evaluate performance, identify risks, and recommend strategic adjustments.
- Lead QBRs for assigned accounts, leveraging reporting and analytics to evaluate revenue growth, margin health, competitive positioning, and expansion opportunities.
- Provide concise executive summaries to leadership outlining account performance, risks, and growth strategy as required.
Financial Stewardship & Risk Management- Ensure proper credit establishment for new accounts; collaborate with the Credit team and assist in collections escalation when necessary to protect company cash flow.
- Book travel in accordance with the company's policies and ensure that expense management tools are submitted on time and in full. Always maximize customer visits during travel. Before attending approved conferences, ensure key carriers or clients close to the area can be seen, if time allows. Coordinate with VPBD and other BD staff, or CDM in advance.
Operational Discipline & Culture- Adhere to documented processes, performance standards, and continuous improvement initiatives.
- Promote and model Tucker's core values, strategic priorities, and professional standards in all internal and external interactions.
Collaboration:- Collaborate with VPBD and VPQS to prepare for audits and attend customer audits in person as needed and when possible, to gain a better understanding of the customer and their requirements.
- Partner with Operational Excellence, Quality, and senior leadership to manage critical quality or service escalations, engaging customer leadership as needed to protect strategic relationships and ensure resolutions meet or exceed customer expectations.
- Collaborate with Marketing to deliver marketing intelligence to internal team members and external customers/prospects.
- Collaborate with Marketing to optimize customer referrals.
Qualification and Education Requirements- 3-5 years industry experience
- 5 years' experience working in sales
- Several years of current, hands-on truckload experience
- Portfolio Management $1million+
- Proficiency in MS Office and aptitude to learn other related technologies
- Strong written and verbal communication skills
- Strong interpersonal skills and ability to work well within a team
- Strong negotiation skills
Preferred Skills- College Degree
- CRM/HubSpot Experience
- PowerPoint and Excel intermediate to expert level knowledge; open to learning and training
- TMS Experience
- CTB (Certified Transportation Broker)
Compensation & Benefits- The anticipated base salary range for this role is $75,000 - $95,000 per year. Final compensation offered by Tucker Company Worldwide, Inc. will be determined at the time of offer.
- Comprehensive benefits package, including health, dental, and vision insurance; 401(k); PTO; paid holidays; company-paid life and disability insurance; EAP; educational assistance; and incentive plan.
