Business Development Manager Capital Logistics Group

Business Development Manager
JOB DESCRIPTION

New Business Development:

Prospect new leads weekly

Contact via phone and email to qualify and advance through the pipeline utilizing ZoomInfo, TMS, DAT, Trade Shows, CLG Bill of Ladings, maps, ActiveCampaign software platform, etc.

New business targets

$250,000 in revenue margin paid into Capital Logistics Group annually

Attend industry trade shows and conferences

Existing Business Development:

Develop methods to continue to fortify and engage in existing customer relationships.

Face to face visits with prospects and existing customers

Develop and maintain high level customer interactions based on customer service expectations

CRM Expectations:

Manage your pipeline and log all communications in the Customer Relationship Management (CRM) tool.

Add contact information such as names, addresses, social media and other relevant information about prospects and customers.

Verify prospects are not duplicated upon initial entry into CRM.

Cultivate and manage 25-50 new leads weekly through the prospect life cycle as applicable.

Track customer interactions by creating tasks, logging calls/meetings/progress and relevant notes.

Servicing the Client:

Work with an account manager and the operations teams on all loads added to the load board.

Support the creation of processes and strategies for pricing, sourcing and servicing.

For all newly onboarded customers, work with the account management team as a customer liaison through the beginning phases of the customer life cycle.

Customer analysis

Weekly data analysis on active accounts to support alignment of overall vision of how to optimize revenue margin and customer satisfaction.

Establish routine communication with account manager to ensure customer needs are successfully met.

Key Performance Indicators (KPIs):

CRM Metrics

New deals, deal advancement, tasks logged/completed, customers secured

Other Metrics

Opportunities presented (Request for pricing (RFP), quotes, intro calls)

Number of loads paid into Capital Logistics Group

Management of phone calls/emails

Pricing and Bids:

Assist the pricing analyst and/or account manager teams to set pricing.

Prepare bids for quoting and keep bid items on target.

Direct Reports and Collaboration:

Reports to the Managing Partner and the Director of Operations.

Collaborate with account managers, carrier sales reps and other management.

Communication:

Effectively communicate with account managers and the operations with existing customer and prospect status updates.

Consistently communicate with existing and prospective customers and carriers to maintain an open line for business and to develop a positive, long-term relationship.

Win customer confidence by providing continuous contact via written and verbal means in a manner that inspires trust to grow existing business and assist in winning new business

Work with account managers and operations team on forecasting, business planning, and strategy for new and existing business and capacity flow.

Negotiate rates to win capacity and new business to maintain healthy margins for a successful outcome.

Troubleshooting:

Operate as a team player to troubleshoot and resolve a wide variety of problems, such as fixing invoicing issues or load confirmations, verifying load locations, and quickly responding to customers, carriers, drivers, management, and peers.

Resolve customer service issues quickly and effectively; involve team members as needed

Proactively communicate with drivers/customers/dispatchers/shippers/consignee on any load issues.

Perform after-hours activities, as required, to resolve driver/shipper/consignee/customer issues.

Notify the Account Manager on any load events that may require customer approval and provide any needed backup

Follow through on any unresolved issues, including detention, rate adjustments, etc.

Time Management:

Manage and perform duties simultaneously throughout the day, prioritizing tasks effectively and swiftly. Plan for changing workload or customer needs.

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