Business Development Manager

Summary

Join our team at Approved Freight Forwarders as a Business Development Manager to obtain growth within a territory, maintain existing business, and generate new business opportunities.

Requirements

• Excellent verbal and written communication skills
• Excellent sales and customer service skills with proven negotiation skills
• Excellent organizational skills and attention to detail
• Proficient with Microsoft Office Suite or related software
• Experience with CRM (Cargowise)
• Financial and business acumen
• Strong leadership and mentorship skills
• Detail-oriented
• Bachelor’s degree in business, Business Administration, or related field, OR Comparable record of sales leadership experience required
• At least three years of sales experience required

Responsibilities

• Manage quotes that come in for the company
• Maintain existing business, grow it organically by: Cross selling, understanding other opportunities, referrals, and vendor leads
• Manage GRI, leverage service for additional revenue
• Margin improvement on accounts not operating within specific guidelines
• Work within CRM to enter all call notes after each call
• Set up new opportunities in the CRM and push them through the sales stages. Qualify services needed
• Identify volumes and frequency
• Develop the value proposition
• Pricing Request Present pricing to the Customer Confirm Commitment Position / maximize Opportunity status is Won
• Look for opportunity in each account by: Identifying desirable products and shipment profiles. Including density, packaging, handling characteristics, value, and susceptibility to damage
• Identify desirable volumes for each market
• Identify desirable frequency for each market
• Work with the pricing team to obtain rates for new and existing customers (Get competitive documentation to verify rates when applicable
• Develop pricing that supports the value of the systems and the processes
• Develop pricing that supports the market lanes
• Opportunity value analysis, complete with monthly and annual revenue
• Update estimated closing date
• Complete New Customer form, and SOW prior to Pricing Request, submit to pricing department together
• Confirm pricing structure is compatible with customers opportunity
• Provide competitive justification
• Define why we want this business. Define why they want to do business with Approved
• Perform regular reviews with customers to make sure anticipated monthly revenue is being generated
• Know your competition in each account. What lanes are they receiving, and why?
• Competitive intelligence is important. Know your competitions strengths and weaknesses
• Daily Work quotes in the CRM. All quotes must be followed up on within 45 minutes
• Define quotes vs permanent pricing and the steps to take with each opportunity
• Close out all CRM inquiries within 20 days

Benefits

• Paid Time Off
• Paid Holidays
• 401K
• Medical & Dental
• Vision
• Flex Spending Account (medical and dependent)