Business Development Manager

Approved Freight Forwarders is part The DeWitt Companies, a fourth-generation family of five sister companies that provides relocation, logistics, warehousing and freight forwarding services to businesses, households and military customers all over the world.

We started in 1991 entrusted with the world’s freight, we provide ocean freight consolidations, air freight and over-the-road transport of goods. We are the only freight forwarder in Hawaii with terminals on all four major islands. And with more than 300,000 square feet of space, our warehouses can accommodate a diverse set of logistics needs. As a Top 100 3PL provider, our highly trained logistics experts use advanced technology to tailor shipping solutions.

We are seeking a Business Development Manager to join our team at our Honolululocation.

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.

• 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.

• Consultative approach — asks…