Business Development Manager

Business Development Manager

The Business Development Manager (BDM) is an outside sales role focused on generating new revenue, expanding key accounts, and growing a defined territory. Approximately 60% of this role is dedicated to prospecting and developing new business (Hunter), while 40% focuses on cultivating and expanding existing customer relationships (Farmer). This position requires regular in-person customer visits and some travel between islands as part of relationship development and territory growth. The individual will cultivate new relationships, deepen existing customer partnerships, and act as a knowledgeable logistics consultant. Success requires disciplined CRM usage (CargoWise and Active Campaign), strong business acumen, consistent follow-through, and a consultative, question-based sales approach rooted in a proven sales model.

Key Responsibilities

Document all outreach and meetings in CargoWise CRM.

Execute a proven sales process: build rapport, uncover challenges, identify needs, confirm fit, and drive to a decision.

Maintain a healthy pipeline with clear next steps, timelines, and measurable revenue projections.

Manage the entire sales lifecycle from discovery ? pricing ? proposal ? close.

Prospect and target new customers within key verticals (hospitality, construction, retail, wholesale, logistics).

CRM Discipline & Pipeline Management

Enter all call notes and meeting notes into CRM immediately after each interaction.

Create opportunities and move them through the defined sales stages:

• Qualify services needed
• Identify volumes and frequency
• Develop the value proposition
• Request pricing
• Present pricing to the customer
• Confirm commitment
• Maximize opportunity
• Mark as "Won" and document final value

Build accurate revenue projections (monthly & annual).

Update estimated close dates weekly to maintain forecasting accuracy.

Account Expansion and Relationship Growth

Maintain and grow existing accounts through cross-selling and lane development.

Identify desirable shipment profiles: density, packaging, handling characteristics, value, and risk factors.

Conduct regular business reviews to ensure anticipated revenue is being achieved.

Leverage GRI cycles to identify additional revenue opportunities.

Look for growth opportunities within each account by understanding operational needs and upcoming projects.

Pricing, Competitive Intelligence & Positioning

Partner with the Pricing Team to obtain competitive, accurate rates for new and existing customers.

Provide competitive justification and gather supporting documentation when applicable.

Ensure rate structures match customer expectations and company cost models.

Clearly define why a specific opportunity aligns with company strengths and why the customer should choose Approved.

Track competitors: lanes they service, strengths, weaknesses, and market perceptions

Daily Expectations

Following up quickly on all quote requests and engaging customers to identify the factors that increase our win rate. ("speed to lead").

Differentiate between one-off quotes and permanent pricing opportunities.

Close out or advance all CRM inquiries within 20 days.

Collaborate with internal teams: Director of Sales, Pricing, Project Operations, Local CA Team, Local Hawaii Team, National & International Sales.

Required Skills & Attributes

Attributes Consistent with a Proven Sales Model

Consultative approach asks questions to understand the customer's true needs.

Ability to uncover challenges, define value, and confirm mutual fit before quoting.

Comfort driving structured conversations that move opportunities forward.

Professional persistence with strong emotional intelligence.

Ability to set clear expectations and gain agreement on next steps.

Professional Skills

Excellent verbal and written communication.

Strong negotiation and closing ability.

Consistent organizational habits and follow-through.

Proficiency with Microsoft Office and CRM platforms (CargoWise, Active Campaign)

Strong financial and business acumen.

Independent, proactive, and self-motivated hunter mentality.

Strong leadership presence and ability to mentor others.

High attention to detail and accuracy.

Education & Experience

Bachelor's degree in business, Sales, or related field OR equivalent experience.

Minimum 3 years of successful sales experience, preferably in logistics, freight forwarding, or transportation.

Demonstrated track record of new business development and closing measurable revenue.

Physical Requirements

Prolonged periods at a computer or desk.

Ability to lift up to 15 lbs during customer visits or events.

Equal Opportunity Employer-Minorities/Women/Veterans/Disabled The salary range for this position is $70,000 - $85,000 / yr.