LTL Business Development Executive

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 Job Title: LTL Business Development Executive

Structure: Reporting to the Manager of Operations

Location: Hybrid, must live in the Atlanta metroplex

Travel: Weekly/Monthly travel to McDonough, GA, and customer locations throughout GA and the southeast. 

Base Pay: $45,000-$50,000 

Commission & Bonus: Performance commission based on profitability and growth

Benefits: Health, Dental, Vision, Life, STD, LTD, 401k

Overview: 

The integrated role is for a highly motivated Business Development Executive (BDE) primarily focusing on Less-Than-Truckload (LTL) sales. This individual will be instrumental in achieving the company's ambitious customer acquisition and revenue growth objectives by making daily calls, including cold calls, and effectively managing the entire sales process. Reporting to the Manager of Operations, the BDE will play a crucial role in developing and implementing sales strategies for LTL services, ensuring competitiveness, profitability, and market growth.

Duties and Responsibilities:

1. Conduct daily prospecting using various resources such as lead lists, internet research, and referral follow-up, with a specific focus on LTL Business Development for direct shippers.

2. Fully qualify prospects through cold calls and email, entering relevant information into HubSpot CRM and Dispatch systems.

3. Engage actively with HubSpot CRM for managing sales activities, setting up sales sequences, and executing campaigns for BDE’s prospects/customers.

4. Develop sales strategy for each qualified prospect and existing account, ensuring appropriate call cycles, follow-up strategies, and direct marketing activities are in place.

5. Collaborate with cross-functional teams, including sales, operations, and technology, to create and enhance LTL products that align with market demands and customer requirements.

6. Work closely with the sales team to provide product expertise, support sales initiatives, and assist in crafting sales strategies for LTL services.

7. Move qualified prospects through the pipeline while maintaining a well-balanced account mix by revenue classification, geography, and vertical market.

8. Collaborate with the Operations team and Management to develop account service and pricing strategies for active shippers, ensuring maintenance and growth.

9. Maximize profitability in quoting and in RFP responses, prioritizing customer satisfaction and quality service.

10. Provide regular activity reports, including daily, weekly, and monthly, and contribute to sales revenue forecasting.

11. Meet/exceed all Key Performance Indicators (KPIs) related to revenue, profit, and sales activities.

12. Manage and control the pipeline's size/scope to meet the company’s operating objectives.

13. Be aware of active shipments with accounts, intervene when necessary, and follow up for further opportunities.

14. Keep all departments informed of key information about accounts in the BDE’s pipeline, including existing accounts.

15. Understand and communicate customer needs, assist in service issues for favorable outcomes, and provide other duties as assigned by Management.

Requirements, Skills, and Qualifications:

• Education:      College degree preferred; or HS diploma with 2+ years’ work experience in      a customer-facing position.
• Experience:      Transportation experience and/or direct sales experience, preferably in      the LTL environment. Proven knowledge of MS Office products, CRM      (HubSpot), and TMS (Full Circle; Turvo; Primus knowledge a plus).
• Skills/Abilities:      Passionate about developing new and existing accounts, with a strong      ability to learn quickly, think critically, and utilize necessary tools      for effective qualification of prospects/existing accounts. Excellent      communication and closing skills, collaborative and solution-oriented,      goal-oriented and performance-driven, and committed to meeting company      goals.

Physical Requirements:

• Maintain      dexterity, vision, and coordination sufficient to perform essential functions.
• Regularly      required sitting, standing, and walking.
• Able to use      phone and computer for extended periods.
• Travel,      including air and car, is required.