Business Development Manager

Job Summary

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 (Cargo Wise and Active Campaign), strong business acumen, consistent follow‑through, and a consultative, question‑based sales approach rooted in a proven sales model.

• Document all outreach and meetings in Cargo Wise 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).

• 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.

• 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.

• 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.

• 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.

• 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.

• Excellent verbal and written communication.
• Strong negotiation and closing ability.
• Consistent organizational habits and follow‑through.
• Proficiency with Microsoft Office and CRM platforms (Cargo Wise, 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.

• 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.

• Prolonged periods at a computer or desk.
• Ability to lift up to 15 lbs during customer visits or events.

The salary range for this position is $70,000 – $85,000 / yr.

Equal Opportunity Employer – Minorities/Women/Veterans/Disabled