Managing Director of Business Development

Position Summary

We are seeking a senior commercial leader to drive strategic revenue growth as Managing Director of Business Development for a growing, agent-model transportation company. This role leads the business development function and expands key customer relationships in support of the company’s end-user service capabilities, including drayage, truckload, and 3PL solutions, while leveraging and supporting an agent-based operating model.

This position is responsible for developing and executing business development strategies that increase revenue, margin, customer retention, and market penetration. The Managing Director will lead, coach, and support a growing team of business development professionals while leveraging strategic relationships and providing executive-level support on high-value opportunities and key customer initiatives. This role is intended to be more heavily focused on leadership, coaching, and strategic relationship development than on high-volume individual prospecting activity.

Essential Duties and Responsibilities

The essential functions include, but are not limited to, the following:

• Lead, coach, and develop a team of business development professionals; help strengthen the structure, performance, and scalability of the business development function
• Develop and execute business development strategies focused on revenue growth, profitability, customer retention, and long-term market expansion
• Provide leadership and direction to the business development team in identifying, prioritizing, and advancing high-value growth opportunities
• Support new customer acquisition and expansion of existing customer relationships through strategic guidance, executive involvement, and relationship development; sell end-user service capabilities, including drayage, truckload, and 3PL solutions, within an agent-model environment
• Leverage strategic industry and customer relationships to support market expansion, open doors to new opportunities, and strengthen the company’s position in the marketplace
• Guide the development and management of a healthy sales pipeline aligned with company targets, strategic priorities, and market opportunities
• Support high-value customer pursuits through executive relationship management, meetings, presentations, solution development, and internal alignment
• Coach and support business development team members in developing relationships, positioning solutions, and executing effective sales strategies
• Conduct research to identify target markets, customer needs, competitive positioning, and growth opportunities
• Build long-term relationships with prospective and existing customers by understanding their business objectives and aligning company capabilities to their needs
• Present sales solutions that position the company competitively in the marketplace and clearly articulate the value of its service offerings and operating model
• Partner with internal stakeholders to support implementation, customer satisfaction, account growth, and alignment between sales strategy and operational execution
• Monitor and report on pipeline activity, revenue performance, margin contribution, strategic account penetration, new logo growth, and customer retention
• Maintain accurate sales records, forecasts, activity reporting, and pipeline data in Salesforce or other designated CRM platforms
• Travel for customer meetings, industry events, leadership meetings, and other business development activities as needed
• Stay informed on market conditions, customer trends, competitor activity, and developments relevant to drayage, truckload, 3PL, and agent-model transportation services

Required Qualifications

Work Experience

• 7+ years of business development experience within truck transportation and logistics
• Demonstrated success in both new business development and expansion of existing customer relationships
• 3+ years of leadership experience managing, coaching, and developing sales or business development team members
• Experience selling drayage, truckload, or 3PL
• Experience building and managing pipelines, forecasting sales activity, and driving revenue growth against defined goals
• Experience leading complex customer discussions, negotiating opportunities, and closing strategic business

Education

• High school diploma or equivalent

Technical Knowledge

• Basic computer skills
• Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint
• Experience using CRM systems to manage pipeline and business development activity
• Ability to analyze sales activity, pipeline trends, and business performance metrics

Additional Skills

• Strong leadership, coaching, and team development ability
• Strong customer-facing sales presence and relationship-building skills
• Excellent verbal and written communication skills
• Strong strategic thinking and business judgment
• Ability to work independently while also partnering effectively across teams
• Strong organizational and time management skills
• Ability to manage multiple priorities and opportunities simultaneously
• Travel is required based on operational and customer needs
• Availability outside normal business hours, as needed