Business Development Manager - Transportation & Logistics

Business Development Manager - Transportation & Logistics

Position Overview:

We are seeking an experienced Business Development Manager to lead our business development team in expanding our transportation and logistics services. This role focuses on maximizing fleet efficiency by developing our third-party freight program while maintaining our dedicated customer base. The ideal candidate will identify and secure backhaul opportunities, reduce empty miles, and create additional revenue streams through strategic freight partnerships. This role requires a dynamic leader who can effectively manage a team while developing and maintaining relationships with both existing clients and new freight partners across multiple territories.

Key Responsibilities:

Transportation Strategy & Revenue Growth:

Develop and execute strategies to optimize fleet utilization through third-party freight opportunities

Identify and secure backhaul opportunities to reduce empty miles across our transportation network

Create and maintain relationships with freight brokers, 3PLs, and direct shippers

Analyze lane density and develop freight matching solutions to maximize revenue

Set and achieve quarterly and annual revenue targets for third-party freight programs

Team Leadership:

Lead and mentor a team of business development professionals, providing guidance, training, and performance management

Establish performance metrics and goals for team members focused on both dedicated customer business and third-party freight opportunities

Create and implement training programs specific to freight optimization and carrier relationships

Business Development & Partnership Management:

Foster and maintain relationships with key clients, strategic partners, and freight brokers

Negotiate rates and terms with potential partners while ensuring profitability

Develop pricing strategies that balance fleet utilization with revenue optimization

Create and deliver compelling presentations and proposals to potential clients and partners

Monitor market rates and competitive landscape to ensure optimal pricing strategies

Operational Excellence:

Collaborate with operations teams to ensure smooth integration of third-party freight with existing customer commitments

Implement systems and processes to track and reduce empty miles across the network

Work with dispatch to optimize load planning and route efficiency

Provide regular reports on key performance indicators including:

Revenue per mile

Empty mile percentage

Third-party freight revenue

Overall fleet utilization

Customer satisfaction metrics

Required Qualifications:

Bachelor's degree in Business, Supply Chain Management, Logistics, or related field

5+ years of business development experience with at least 3 years in transportation/logistics

Proven track record of leading successful business development teams

Experience with freight brokerage and third-party carrier management

Strong understanding of transportation management systems (TMS) and logistics technology

Excellence in negotiation, presentation, and communication skills

Experience with CRM systems and sales analytics tools

Travel Requirements:

Position requires 50% travel, including domestic and possible international travel

Must be willing and able to travel to client sites, industry events, and team locations

Preferred Qualifications:

Experience with both asset-based and non-asset-based transportation operations

Knowledge of DOT regulations and compliance requirements

Previous experience managing remote teams

Certifications in transportation or supply chain management

Ability to travel up to 50% of the time

Valid driver's license and passport

Ability to work in various office environments