Role: Business Development Representative
Reports to: Director, Business Development
Type: Full Time Permanent (Hybrid)
Purpose of the Role:
As a Business Development Representative, you are the engine of our growth strategy—responsible for transforming high-potential inbound customer leads into profitable, long-term partnerships.
Your work goes well beyond simple lead response; you’re a strategic advisor who assesses each opportunity through the lens of long-term value, builds the case for partnership, and guides customers smoothly into our ecosystem. Partnering closely with Account Managers during onboarding, you lay the groundwork for strong, sustainable customer relationships that generate both immediate results and lasting impact. Your success is measured by your ability to onboard the right customers and set them up for operational and financial success from day one.
Reporting Relationships
This role reports directly to the Senior Director, Business Development and works closely with the Tariff and Rate team as well as Account Manager.
Key Accountabilities:
Drive Strategic Business Development (Inbound Focus)
Qualify and engage inbound customer leads from pre-defined, high-priority target lists to align with growth objectives
Assess potential new customers for profitability, operational fit, and long-term value in concert with the Senior Director
Present consultative solutions that clearly demonstrate business value and set our offerings apart
Lead pricing discussions using pre-approved tariff groups, collaborating internally for exceptions as needed
Ensure Seamless Prospect-to-Customer Transitions
Own the customer journey from first contact through to onboarding and operational handoff to Account Managers
Work directly with Account Managers throughout onboarding for aligned expectations and smooth handover
Manage onboarding timelines, early metrics, and relationship milestones to establish a strong foundation
Make sure customer info, requirements, and SLAs are accurate, flagging obstacles early and resolving issues before launch
Capture and share onboarding insights for continuous process improvement
Optimize Pipeline Performance & Provide Market Intelligence
Keep a healthy, qualified pipeline through diligent follow-up and proactive relationship nurturing
Prepare regular pipeline and conversion reports for leadership
Join account review meetings with Account Managers to identify growth and expansion opportunities
Provide trends and data-driven insights on customer needs, market conditions, and the competitive landscape
Required Skills & Expertise:
Post-secondary education in Business, Sales, or Supply Chain Management with 3-5 years of business development or vendor relations experience, preferred
Strong commercial acumen with demonstrated ability to assess business viability and long-term profitability potential
Excellent communication and presentation skills with ability to build trust and credibility with senior decision-makers
Proficiency in CRM systems, Microsoft Office suite, and data analysis tools for pipeline management and reporting
Experience in logistics, transportation, or supply chain industries strongly preferred
Entrepreneurial mindset with focus on sustainable value creation rather than transactional relationships
Key Behavioral Components:
Strategic thinking combined with tactical execution excellence
Collaborative approach to cross-functional partnership, especially with Account Management
Resilience and persistence in complex, longer sales cycles
Analytical problem-solving with attention to detail in opportunity assessment
Performance Indicators:
Consistently meeting pipeline development and prospect qualification targets
Achieving smooth, on-time handoffs to Account Management with complete documentation and clear expectations
Receiving positive feedback from prospects and internal stakeholders on professionalism and partnership approach
New accounts demonstrating strong early performance metrics within first 6 months post-onboarding
