What are the responsibilities and job description for the Business Development Representative position at Forward Air Corporation?
Job Description
Position: Business Development Representative
Location: Chicago, IL, Los Angeles, CA, New York, NY, Newark, NJ, Dallas, TX, Miami, FL
Compensation: $50,000-60,000 plus commission
Job Description
Business Development Representative (BDR) is responsible for generating new business opportunities within the logistics and transportation sector. This role focuses on outbound prospecting, qualifying leads, supporting the sales pipeline, and collaborating with internal teams to deliver tailored logistics solutions. Success in this role requires strong communication, resilience, curiosity, and a desire to grow within a fast‑paced environment.
Key Responsibilities
About Us
Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs. Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.
Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.
Ranked 3rd in Newsweeks 2022 " Americas Most Trustworthy Companies " publication
Position: Business Development Representative
Location: Chicago, IL, Los Angeles, CA, New York, NY, Newark, NJ, Dallas, TX, Miami, FL
Compensation: $50,000-60,000 plus commission
Job Description
Business Development Representative (BDR) is responsible for generating new business opportunities within the logistics and transportation sector. This role focuses on outbound prospecting, qualifying leads, supporting the sales pipeline, and collaborating with internal teams to deliver tailored logistics solutions. Success in this role requires strong communication, resilience, curiosity, and a desire to grow within a fast‑paced environment.
Key Responsibilities
- Conduct outbound outreach including cold calling, email, and LinkedIn engagement.
- Research and profile target accounts to identify decision‑makers and shipping needs.
- Utilize CRM and sales tools to track buyer intent, identify opportunities, and manage outreach cadences.
- Qualify leads by understanding customer requirements, pain points, and logistics challenges.
- Schedule introductory meetings or demos for Sales Leaders and Account Managers.
- Maintain accurate CRM records for all interactions, statuses, and activities.
- Assist in onboarding new accounts by gathering necessary details and supporting operational teams.
- Build rapport with prospects and existing customers through consistent, professional communication.
- Turn one‑time opportunities into long‑term shipping partnerships.
- Provide responsive service for inbound inquiries when needed.
- Learn and communicate core logistics services including LTL, FTL, intermodal, drayage, air/expedited, and international freight.
- Collaborate with pricing, carrier procurement, operations, and customer service teams to support customer needs.
- Provide feedback to Product Marketing, Sales Enablement, and leadership on customer objections and market trends.
- Meet or exceed monthly activity KPIs (calls, emails, outreach volume).
- Contribute to pipeline creation by consistently booking qualified meetings.
- Support additional tasks or projects to improve sales efficiency.
- Strong verbal and written communication skills.
- High energy, initiative, and resilience in a metrics‑driven environment.
- Ability to manage time, stay organized, and maintain CRM accuracy.
- Proficiency with Microsoft Office and basic familiarity with CRMs.
- 1–2 years of experience in sales, customer facing roles, or logistics.
- Bachelor’s degree in logistics, business, marketing, or related field.
- Understanding of transportation modes, freight pricing, and supply chain basics.
- Experience with tools such as Salesforce, SalesLoft/Outreach, ZoomInfo, or LinkedIn Sales Navigator.
About Us
Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs. Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.
Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.
Ranked 3rd in Newsweeks 2022 " Americas Most Trustworthy Companies " publication