Director of Business Development

Role Overview

• Prospect and target new customers through outbound calls, networking, referrals, digital outreach, and industry events.
• Build and maintain a strong sales pipeline, ensuring consistent opportunity creation and progression.
• Deliver tailored proposals, presentations, and rate quotations that demonstrate value and competitive advantage.
• Negotiate pricing and terms within company guidelines to maximize revenue and profitability.
• Drive market penetration in key verticals, trade lanes, and geographic regions.
• Maintain professional conduct with colleagues and customers.
• Adhere to Tranco policies and procedures.
• Comply with all Government regulations.
• Develop and maintain a robust book of business through cold-calling and lead generation.
• Manage the full sales cycle from prospecting through negotiation and onboarding.
• Partner with operations to ensure service quality and customer retention.
• Present Tranco’s services: Ocean Import/Export, Air Import/Export, Distribution & Warehousing, Domestic Trucking, Cargo Insurance, and Customs Brokerage.
• Work with a select portfolio of assigned accounts to identify growth opportunities (new trade lanes, modes, or value-added services).
• Partner with Customer Success and Operations teams to ensure smooth onboarding and service delivery for newly won and assigned accounts.
• Lead business reviews and strategic discussions with assigned customers to uncover additional opportunities.
• Coordinate with pricing, operations, and compliance teams to design customer-specific solutions.
• Share market intelligence and competitive insights with leadership to inform strategy.
• Contribute to sales team meetings and support colleagues with best practices for new business growth.
• Maintain accurate records of all sales activities and opportunities in the CRM Hubspot.
• Provide timely reporting of pipeline, forecast, and closed business.
• Meet or exceed KPIs for new accounts, revenue, and gross profit contribution.

Requirements

• 3+ years of proven sales experience in freight forwarding, logistics, or 3PL.
• Bachelor’s degree in Logistics, Marketing, or a related field preferred.
• Highly self-motivated with excellent negotiation, communication and interpersonal skills.
• Proven business acumen with strategic thinking skills.
• Demonstrated success in new business development and revenue generation.
• Familiarity with international freight (air/ocean), domestic transport, and customs brokerage.
• CRM proficiency; CargoWise experience a plus.
• Results-driven, self-starter with a hunter mindset.

Benefits

• Full time base salary
• Commission
• Company car allowance
• Laptop
• Cell Phone Allowance
• PTO
• HSA (Health Savings Account) available
• Medical, Dental and Vision Insurance
• Option to purchase disability insurance and other discounted voluntary products.
• Paid life insurance and option to buy-up.
• 401(K) and company match.