What are the responsibilities and job description for the Business Development Support position at ICAT Logistics?
Description
Target Intelligence & Data Mining
Qualifications & Skill Requirements
Supervisory Responsibilities: ?No?
Travel Requirement: No
We are not accepting inquiries from recruitment agencies or third-party vendors for this position. Unsolicited outreach will not be considered.
- The Business Development Support role is solely focused on driving business development efforts by generating opportunity velocity and creating surface area for the vertical to close.?
Target Intelligence & Data Mining
- Mine platforms such as GovTribe, SAM.gov, FPDS, and public contract databases for:
- Active and expiring contracts for existing clients with government contracts, and new target accounts
- Incumbent forwarders and subcontractors
- Contract values, NAICS codes, and buying offices
- Identify program managers, logistics leads, contracting officers, and supply chain decision-makers
- Map contract vehicles to ICAT capabilities within air, ocean, project cargo, white glove, and secure logistics
- Deliver weekly intelligence summaries to Government & Defense vertical heads and the sales representatives
- Work with marketing to drive campaigns.
- Execute structured outbound calling campaigns to:
- Introduce ICAT capabilities
- Validate logistics pain points
- Confirm contract ownership and renewal timelines
- Set qualified meetings specifically for targets tied to sales reps with targets in the Government & Defense vertical
- Follow a disciplined cadence model (call, email, LinkedIn touchpoints)
- Move accounts from cold prospect status to warm discovery stage
- A scheduled meeting
- A clear disqualification
- Or confirmed future follow-up timeline
- Ensure all outreach activity is logged in HubSpot
- Maintain clean parent/child account structure
- Work with Marketing to ensure new contacts are entered with accurate titles, roles, and campaign tags
- Flag Active MSA status, vertical alignment, and target account category for accounts that fall within Government & Defense
- Support campaign segmentation for New, Existing, and Revive accounts
- Support Government/Defense sales group in developing 1–2 high-value “sniper” targets per sales representative
- Compile account briefs including:
- Organizational structure
- Known contract vehicles
- Locations and footprint
- Identified competitors
- Assist in developing national/global action plans once opportunities are validated
- Coordinate with sales leaders for geographic execution where required
- Maintain weekly reporting on:
- Successful engagements placed (e.g. emails, calls, etc.)
- Meetings scheduled
- Opportunities created
- Perform other duties, as assigned
Qualifications & Skill Requirements
- Bachelor’s degree in Business Administration
- 2 years of experience in sales support preferably in transportation sector
- Experience with CRM tools (e.g. HubSpot)
- Intermediate skills with Microsoft Office products
- Excels at meeting deadlines and demonstrates superior time management skills
- Natural ability to multi-task in a fast-paced work setting with a strong attention to detail
- Superior communication skills with an emphasis on listening skills
- Ability to relate to and successfully interact across a variety of settings and work well with a broad and diverse workforce throughout the organization
- Highly motivated team player with an outgoing and positive work attitude
- Proven analytical and problem-solving skills in a time-sensitive, logistics environment
- Demonstrates ability to work in a client-centric setting
- Ability to be flexible as priorities shift
- Consistent in follow-up and follow-through
- Credible with a high level of personal integrity
- Adaptive to ICAT’s core values
Supervisory Responsibilities: ?No?
Travel Requirement: No
We are not accepting inquiries from recruitment agencies or third-party vendors for this position. Unsolicited outreach will not be considered.
Salary : $54,000 - $63,800