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Tucker Company Worldwide · 10 hours ago

Vice President of Business Development

Haddonfield, NJ

Full-time

Hybrid

Director/Executive

$160K/yr - $250K/yr

10+ years exp

Tucker Company Worldwide is a family-held freight brokerage with a legacy of leadership and a focus on high-security shipments. The Vice President of Business Development will lead the strategy and processes to drive revenue growth, manage a high-performing team, and represent the company at industry events.

LogisticsSupply Chain Management

Responsibilities

Deliver sales revenues that meet or exceed the Company’s annual goals. Cascade targets to Business Development Representatives (BDRs) and Business Development Specialists (BDSs), ensuring all BD staff have adequate resources to meet goals

Achieve business revenue growth targets in both spread, and load count goals as determined by Company any time Revenue Goals are set or updated, by obtaining more business from existing customers and finding and onboarding new customers

Establish customer-specific pricing strategies that consider on-boarding, retention, increased wallet-share, margin enhancement and overall goals for customer

Assess whether contracts are qualified to proceed to legal review under the Vice President of Quality & Security (VPQS); negotiate final contract details as needed

Ensure consistent execution of the customer onboarding and rapid-onboarding processes across all BDRs

To clearly articulate to CEO (or to ELT as directed) a plan that consistently achieves overall goal achievement, and cascade goals down to each BD rep

Identify and secure new and repeat revenue opportunities; train BD staff and evaluate opportunities to stratify the team by industry specialization

Evaluate, select, and manage contracting and/or renewals for services or software related to lead generation and BD tools

Manage, hire, and train business development (BD) team to sell within Tucker’s service niches and ensure they are fully trained and fluent in the language, terms, and methodologies in selling these niches

Evaluate current and future BD personnel needs, ensuring we are resourced to achieve growth goals, and work proactively with the People and Culture team to ensure needs are timely met

Cross-train and teach industry-specific sales skills, with a focus on obtaining business with repeat lanes. Ensure BD staff receives initial and ongoing training regarding pricing strategies, processes, and tools

Ensure prospects and bids are fully qualified before pursuit, including:

The specific interest in Tucker

It meets Tucker’s industry-specific solution development values

Communicate to Pricing what our stated goal(s) are, with sufficient time and clarity

Contract is pre-qualified before sent to legal (known volumes, customer champion, etc.)

“Owns” all Customer relationships by establishing strategies to increase number of customer relationships, number of customer contacts, and “stickiness” within customer accounts through relationship building with multiple contacts within customers

Implement ADS strategy for first 90 days; and Implement ADS strategy after 180 days to achieve growth goals

Maximize operating margin performance in concert with customer requirements

Ensure seamless customer transitions from BDR to internal operations and BDS, providing follow-up support as needed

Revise and present multi-year growth targets to ELT with business cases

Ensure BDRs set meeting to on-board new customer and prepare to move awarded business according to company process

Collaborate with the Director of Operational Excellence (DOE), Capacity, Customer Experience (CX), and or BD staff on new opportunities, strategies and resources needed to win daily spot market opportunities to meet goals. Regarding special projects, like permitted loads, etc., Inform stakeholders of upcoming projects in ample time

Evaluate and monetize marketing and tradeshow investments; ensure each event generates sufficient spread within 6–9 months. Maintain a living ROI-focused events report in partnership with Marketing

Collaborate with marketing to supply BD-related information used in social media campaigns

Enforce competition control within customers, building services that recognize customer relationships, increasing existing business, and wallet share retention

During quarterly projection and goal-setting meetings, highlight to ELT any problematic margins for existing customers, outlining a plan for the upcoming quarter. During the next quarterly projection meeting, report progress. Continue reporting, during projection, any customer who has had, or has a spread improvement plan. Report on inaccurate lane awards, either positive or negative

Contracts, SOPs and NDAs

Qualify customer NDAs or potential contracts before submission to VPQS and legal for review

Lead BD staff, prospects and legal to negotiate agreeable terms. Prepare CEO final review

Introduce to CX and CS teams, all necessary customer onboarding service requirements

Inform DCRFSQ and VPQS of any CAPA opening for BD accounts and collaborate on response

Collaborate with DCRFSQ on a strategy when freight needs exceed our carrier offerings

Improve productivity and scalability by monitoring BD workload, identifying inefficiencies, and reporting to the ELT

Lead BD-customer discussions re: rates, service, credit and collections, insurance, volumes not being met, both good and unwelcome news, with a goal toward each BD rep being fully capable of handling

Collaborate with VPOS, VPQS and DOE to implement strategies with customers, to meet/exceed customer satisfaction, from service, to reports to customer portal functionality, etc

When special carrier needs and/or capacity is needed, inform VPSV (at contract time) and DOE and carrier development team (for existing clients) Seek both customer IT needs, and friction points and automation opportunities and work with VPOSE and DIT to create solutions

Provide VPQS and DCRFSQ with as much advance notice as possible for all actual or probable customer audits

Gather and supply IT needs from customers or staff, and report to IT leadership

Ensure internal communication processes are carried out at a company level

Present feedback, discuss, prepare, and organize necessary resources to execute continual improvement of business operations

Be a leader and champion of the Company’s values, goals, and initiatives both publicly and in one-on-one, closed-door settings ensuring that every staff member is aligned with and assimilated into Tucker’s culture

Work to be considered a subject matter expert within the logistics industry; including seeking public speaking opportunities at tradeshows and industry events to promote Tucker and drive new business opportunity

Participate in employee engagement activities and promote the company’s core values

Support social media campaigns, and help with messaging when asked, or when you see an opportunity

Collaborate with DOE when Company’s performance does not meet customer expectations

Integral role in the development of a carrier contract for a specific project, opportunity, or solution

Consult on nuanced claims or business decisions relating to claims

Informed by DOE of potential threats or opportunities within an account where necessary

Consulted on the messaging that will be sent to a customer about a freight security or a claim event

Gather customer feedback and development requests to enhance portal and site functionality

Consult with VPQS upon formal execution of a shipper contract when a business award is imminent

Regarding escalated credit and collection efforts, meet with accounting to maximize company efforts, while managing customer relationship

Qualification

Sales leadershipCRM proficiencyTeam managementLead generation toolsPublic speakingIndustry group participationGraduate degreeOrganizational skillsWriting skills