What are the responsibilities and job description for the Business Development Manager position at Shaker Logistics?
As a Business Development Manager (BDM) at Shaker Logistics, your primary objective is to drive the company's growth by acquiring new customers and generating additional revenue. You will play a key role in shaping our ideal customer profile and establishing strong relationships with prospects who align with our vision. Your focus will be on understanding their unique logistics needs and crafting solutions that leverage Shaker's strengths. Beyond merely selling lanes and loads, you will promote our comprehensive 3PL services, including warehousing and freight management. Managing your own pipeline, collaborating with the operations team on RFP responses, and efficiently transitioning new customers into reliable revenue streams are essential aspects of this role. Your success depends on your adeptness in project management, analytics, process development, negotiation, and relationship-building. Working alongside a team of transportation experts, your ability to translate their industry knowledge into compelling value propositions for customers will be vital. At Shaker Logistics, we emphasize strategic customer acquisition over transactional sales, making this role pivotal to our company's expansion and success.
Responsibilities & Duties:
- Developing and managing a sales pipeline and moving prospects through various stages of the pipeline to achieve new business wins
- Identify right-fit customer targets and prospect via multiple channels to secure meetings with decision makers
- Understanding prospects’ logistics needs and designing solutions to meet those needs, and then presenting solutions to prospects
- Developing and managing a sales pipeline and moving prospects through various stages of the pipeline to achieve new business wins
- Identifying additional opportunities to sell Shaker services
- Managing an existing set of current accounts and growing them by increasing their volume of transactions, projects, and service utilization
- Work with operations team on strategic account management process to ensure retention and growth of critical accounts
- Act as a mentor and coach to junior team members to promote a sales-focused culture and mindset
Qualifications
- At least 3 years of sales experience with an assigned quota
- Logistics sales experience preferred
- Proven track record of performance meeting or exceeding targets
- Experience managing a pipeline and using a CRM to log activities
- Exceptional communication and presentation skills: comfortable talking to prospects (including executives) on the phone, in person, and via email, and video calls.
- Competitive drive to achieve stretch goals
- Experience with a minimum $2-5MM book of business Initiative & follow-through
- Advanced skills using Microsoft word, Excel and Power Point
- Team player who is also self-motivated