National Business Development Manager

Founded in 1978, C.A.T. North America is one of the continent’s leading asset-based transportation providers, delivering integrated trucking solutions across Canada, the United States, and Mexico through twelve specialized divisions and more than 35 locations.

With a fleet of over 1,700 power units, 5,200 trailers, and a network exceeding 10,000 logistics partners, C.A.T. offers scalable, cross-border and domestic transportation solutions tailored to complex supply chains. Our capabilities span intra-Canada, US domestic, US–Canada cross-border, and Mexico northbound and southbound lanes, supporting medium and large shippers with reliable, capacity-driven service.

Continuously recognized as a Best Fleet to Drive For and a Best Managed Company for nine consecutive years, C.A.T. North America combines operational excellence, financial stability, and a culture rooted in service, safety, innovation, and long-term partnership.

The National Business Development Manager is responsible for driving profitable growth across North America through both strategic new account acquisition and expansion of high-potential national customers.

This hybrid role combines a disciplined hunter mindset with strategic account development capabilities. The successful candidate will secure new multi-regional truckload partnerships and lead the commercial growth strategy within those accounts, positioning the company as a long-term transportation partner.

The role requires executive-level selling skills, strong financial acumen, and the ability to translate complex shipper supply chains into scalable, margin‑positive transportation solutions.

• Identify and secure new national and multi-site accounts within prioritized industry verticals.
• Develop and execute targeted acquisition strategies aligned with company growth objectives.
• Build relationships at multiple organizational levels, including Director, VP, and C‑suite stakeholders.
• Lead complex RFP responses, contract negotiations, and onboarding strategies.

• Transition newly acquired accounts into long‑term growth partnerships.
• Identify cross‑sell and lane expansion opportunities across regions and modes.
• Develop annual account growth plans with defined revenue and margin targets.
• Conduct executive business reviews to strengthen retention and wallet share.
• Protect and expand gross margin through structured pricing and operational collaboration.

• Own and deliver on defined annual revenue and gross margin objectives.
• Structure scalable FTL and cross‑border solutions that balance service excellence and profitability.
• Partner with pricing and operations teams to optimize network alignment and asset utilization.

• Maintain an accurate and data‑driven pipeline within CRM.
• Forecast revenue, margin, and growth progression to senior leadership.
• Track KPIs including pipeline velocity, win rate, margin contribution, and account penetration metrics.

• Act as the commercial lead during implementation of new accounts.
• Collaborate closely with operations, pricing, finance, and customer experience teams.
• Provide market intelligence to inform commercial strategy and vertical targeting.
• Executive presence and consultative selling capability.
• Strategic thinking with commercial discipline.
• High accountability and ownership mentality.
• Data‑driven and process‑oriented.

• Bachelor’s degree in Business, Supply Chain, or related field (MBA an asset).
• 3+ years of transportation sales experience, including national FTL business development.
• Proven history of acquiring and expanding multi‑million‑dollar accounts and strong understanding of the Automotive industry.
• Strong knowledge of asset‑based truckload operations and North American freight markets.
• Experience managing complex contracts and national RFP processes.
• Strong financial literacy and pricing strategy understanding.
• Advanced CRM proficiency and pipeline management discipline.
• Willingness to travel nationally (30–50%).