Director, Business Development – Freight

Responsibilities

• Drive New Customer Acquisition: Identify, pursue, and secure new enterprise customers by leveraging PA’s analytics platform, category expertise, and partnership network.
• Develop and execute plans that create measurable pipeline growth and drive new member acquisition.
• Maintain a robust business development pipeline—3x annual target minimum—through a mix of self-sourced leads, referrals, and market intelligence.
• Lead executive‑level conversations with member decision‑makers to diagnose challenges, present insights, and align PA’s solutions with their strategic goals.
• Collaborate with Analytics, Product Management, Member Advisory, and Marketing teams to ensure seamless execution from opportunity to implementation.
• Partner with internal leaders to refine go‑to‑market approaches, pricing strategies, and value delivery frameworks.
• Promote disciplined use of CRM and analytics tools to ensure data integrity, forecast accuracy, and actionable insights across teams.
• Act as the subject matter expert on the suite of packaging offerings, leveraging industry expertise and supply chain experience to bring valuable insights and thought leadership to a variety of complex scenarios.

Requirements

• Bachelor's degree or equivalent combination of education and experience.
• 7+ years of experience in business development, strategic account management, or spend analytics‑driven environments.
• Strong understanding of indirect procurement managed spend programs, or procurement optimization models.
• Ability to leverage an existing network and industry credibility to accelerate pipeline generation and new member acquisition.
• Demonstrated success building and monetizing a personal network of executive‑level relationships within transportation, logistics, supply chain, procurement, manufacturing, distribution, retail, or related industries.
• Experience working with large, distributed customer organizations with multiple locations or decentralized purchasing behavior.
• Evidence of developing and maintaining a portable network of industry relationships that can be leveraged to generate new opportunities.
• Strong analytical skills with the ability to interpret spend data, identify inefficiencies, and translate insights into growth opportunities.
• Experience influencing stakeholders across corporate procurement, operations, and location‑level decision makers.
• Consistently exceed activity and pipeline generation targets through disciplined prospecting efforts.
• Identify and pursue untapped market opportunities to drive sustainable revenue growth.
• Ability to operate in a performance‑based environment tied to revenue, GPV growth, and gram adoption metrics.
• Excellent communication, relationship‑building, and consultative selling skills.
• Willingness to travel approximately 20‑30%.

Core Competencies

Demonstrates expertise in business development and strategic account management, leveraging strong analytical skills to drive new customer acquisition and pipeline growth. Proven ability to build and maintain executive‑level relationships within the transportation, logistics, and supply chain industries.