VP of Business Development

VP of Business Development

Office: Knoxville, TN

Reports To: Management

Job Summary: The VP of Business Development serves as the strategic leader for new business acquisition and full-cycle account ownership, driving revenue growth, customer relationships, and operational excellence in a fast-paced logistics environment. This cradle-to-grave role (excluding tracking and tracing) encompasses prospecting, onboarding, quoting, negotiating, freight matching, carrier coordination, and hands-on execution to deliver seamless service while maximizing profitability. The VP acts as the primary point of contact for assigned accounts, leveraging Transportation Management Systems (TMS) and Customer Relationship Management (CRM) tools to optimize processes, exceed performance goals, and expand market share. Success requires a hunter mentality, strong negotiation skills, deep industry knowledge, and the ability to thrive under pressure while owning the entire customer lifecycle. Competitive commission package in addition to base salary, paid-time-off, health insurance , 401-K match.

Key Responsibilities:

• Proactively identify, prospect, and onboard new customers to drive significant revenue growth and expand the client base.
• Build and maintain high-trust, long-term relationships with customers and carriers to ensure satisfaction, address concerns, and align services with evolving freight needs.
• Own the full cradle-to-grave lifecycle of freight shipments (excluding tracking), including freight matching, load execution, and coordination with Operations teams to guarantee timely pick-up and delivery.
• Match loads with carrier capacity, prioritizing Core Carriers to minimize load board postings and optimize efficiency.
• Generate accurate, competitive rate quotes based on market trends and internal data, negotiating favorable rates with carriers to protect and enhance profitability.
• Serve as the primary point of contact for all account-related inquiries, coordinating with Operations and other internal teams to provide timely updates and resolve issues.
• Drive account growth by identifying cross-selling and upselling opportunities to increase volume and service breadth.
• Use rating tools and TMS to deliver fast, accurate responses to customer rate requests.
• Stay informed on industry trends, rate fluctuations, capacity constraints, and specialized equipment needs to provide consultative insights and strengthen client partnerships.
• Stringently vet carriers to prevent double brokering, ensure compliance with insurance requirements, and uphold Broker Carrier Agreement standards.
• Maintain accurate, up-to-date customer and carrier records in TMS and CRM systems, using data for market insights and streamlined operations.

Requirements:

Education & Experience: Bachelor’s degree in business, logistics, supply chain management, or a related field preferred, or equivalent professional experience. Proven track record in sales, business development, or customer relationship management within logistics. Experience in freight brokerage or 3PL environments is highly desirable, with demonstrated success in prospecting and closing new business.

Technical Skills: Proficiency in TMS and CRM systems for record management, freight booking, and market analysis. Familiarity with load boards, freight-matching platforms, and Microsoft Office (Excel, Word) for reporting and documentation. Ability to analyze market data and generate competitive rate quotes.

Soft Skills: Outstanding verbal and written communication skills to serve as the primary client advocate. Exceptional negotiation and interpersonal skills to secure favorable terms and build lasting partnerships. Strong problem-solving and resourcefulness to handle challenges and maintain service levels. Excellent time management and organizational skills to manage multiple accounts and meet aggressive growth targets in a high-pressure environment.

Industry Knowledge: Deep understanding of freight logistics, including market rate dynamics, carrier capabilities, and specialized equipment (e.g., hopper bottoms, tankers, flatbeds, hot shots, drayage). Knowledge of compliance requirements such as carrier vetting and insurance verification.

Collaboration & Teamwork: Ability to coordinate effectively across teams to align customer needs with operational execution.

Attention to Detail: Meticulous in record-keeping, documentation verification, and compliance to maintain high performance standards.

Adaptability & Initiative: Proactive in pursuing new opportunities, adapting to market shifts, and using feedback to drive continuous improvement.

Other Qualifications: Comfort with technology and willingness to learn tools such as McLeod or Highway (training provided). Ability to manage high-pressure situations, including urgent freight needs. Strong organizational skills to own multiple accounts and deliver operational excellence.

Preferred: Prior freight brokerage or 3PL experience. Familiarity with McLeod or Highway is a plus. Proven ability to achieve ambitious targets, such as revenue growth and high on-time delivery performance.

Job Type: Full-time

Pay: $45,000.00 - $47,500.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Education:

• Bachelor's (Preferred)

Experience:

• Supply chain: 1 year (Preferred)

Language:

• English (Required)

Ability to Commute:

• Knoxville, TN 37915 (Required)

Work Location: In person

Salary : $45,000 - $47,500