Senior Business Development Representative

DEPARTMENT: Business Development
JOB STATUS: Exempt
SALARY RANGE: $75,000-$90,000 (Depending on skills and knowledge) + uncapped commissions
LOCATION: Dallas, TX (Remote) - Must be located in or near Dallas
REPORTS TO: Regional Sales Director
DIRECT REPORTS: No

JOB SUMMARY 

As a Senior Business Development Representative, you'll work with more strategic accounts requiring premium service offerings and higher-touch relationship management. You'll leverage your LTL industry knowledge to sell value-based solutions (full indemnity, time-critical, guaranteed delivery) while managing more complex sales cycles and larger revenue opportunities. You'll collaborate with Business Development Representatives on shared accounts while managing your own portfolio of strategic customers.

The ideal candidate has a strong command of LTL fundamentals and network operations, with the ability to confidently discuss technical topics such as EDI, TMS, 3PLs, and broader logistics modes. They sell on value and service differentiation rather than price, using a consultative approach to uncover customer needs and build long-term, trust-based relationships as a strategic advisor. Highly disciplined and organized, they exercise sound judgment in qualifying opportunities, follow through proactively, and remain resilient and self-motivated. Comfortable with CRM systems and business technology, they communicate clearly, operate with integrity and a company-first mindset, and demonstrate a growth mindset through continuous improvement, mentoring less experienced reps, and pursuing advancement toward a National Sales role. 

ESSENTIAL JOB DUTIES 

• Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period)   
• Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements   
• Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors   
• Sell value-based solutions and justify premium pricing through ROI and service differentiation  
• Manage 3-week conversion period with systematic follow-up and proactive customer engagement   
• Handle first 4-6 weeks post-conversion (highest service issue risk) with intensive customer support   
• Maintain 50+ retained customer relationships with consistent touchpoints and value-added service   
• Manage strategic accounts ($100k+ annual revenue) requiring premium service offerings  
• Advise customers on integration technologies (API/EDI), TMS systems, and logistics options  
• Use CRM daily to track all activities, opportunities, and customer interactions accurately   
• Follow established sales process and complete assigned tasks within company systems   
• Coordinate with operations, customer service, and claims teams to resolve issues   
• Collaborate with 4-5 Outside Sales reps on shared accounts and provide guidance  
• Handle more complex shipping problems requiring creative solutions and network knowledge  
• Maintain deep understanding of competitive landscape and alternative transportation modes  
• Target: $1M annual revenue growth (8-10 new $100k+ customers per year) 

SUCCESS METRICS 

• Pipeline: 6-8 qualified opportunities at all times (longer sales cycles)  
• Activity: 5 new leads qualified per week  
• Conversion: 8-10 new customers per year ($100k+ annual revenue each)  
• Retention: 99%+ customer retention rate  
• Revenue Growth: $1M annual incremental revenue  
• Premium Service Mix: Higher percentage of full indemnity, time-critical shipments 
• CRM Compliance: 100% opportunity and activity tracking 

MINIMUM REQUIREMENTS 

• REQUIRED: 1 year with our company OR 2 years LTL industry experience  
• Demonstrated success in Outside Sales role (if internal promotion)  
• Deep network knowledge and ability to advise customers on routing and service options 
• Proven ability to sell value over price and justify premium pricing  
• Conversational knowledge of 3PLs, API/EDI integration, TMS systems, and broader logistics modes  
• Comfortable with technology: CRM systems, mobile applications, Microsoft Office   
• Strong organizational skills and ability to work within structured processes   
• Self-motivated with ability to work independently   
• Valid driver's license and reliable transportation   
• Bachelor's degree preferred but not required 

WHAT WE OFFER 

• Year 1 total compensation potential: $100-130k 
• Top performers earn $150k+ 
• Clear promotion path to National Sales (2+ years) 
• Mileage Reimbursement  
• Laptop, mobile phone, CRM and sales tools 
• Advanced sales training and professional development 

#SALES