Senior Business Development Representative

Overview Job Title: Senior Business Development Representative Department: Business Development Job Status: Exempt Compensation: Direct Reports: No Location: Phoenix, AZ (Remote) - Must be located in or near Phoenix Reports To: Regional Sales Director Responsibilities As a Senior Business Development Representative, work with more strategic accounts requiring premium service offerings and higher-touch relationship management. Leverage LTL industry knowledge to sell value-based solutions (full indemnity, time-critical, guaranteed delivery) while managing more complex sales cycles and larger revenue opportunities. Collaborate with Business Development Representatives on shared accounts while managing your own portfolio of strategic customers. Discuss technical topics such as EDI, TMS, 3PLs, and broader logistics modes; sell on value and service differentiation rather than price. Use a consultative approach to uncover customer needs and build long-term, trust-based relationships as a strategic advisor. Exercise sound judgment in qualifying opportunities, follow through proactively, and remain resilient and self-motivated. Maintain CRM systems and communicate clearly with integrity and a growth mindset; mentor less experienced reps and pursue advancement toward a National Sales role. Essential Job Duties Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period) Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors Sell value-based solutions and justify premium pricing through ROI and service differentiation Manage 3-week conversion period with systematic follow-up and proactive customer engagement Handle first 4-6 weeks post-conversion (highest service issue risk) with intensive customer support Maintain 50+ retained customer relationships with consistent touchpoints and value-added service Manage strategic accounts ($100k+ annual revenue) requiring premium service offerings Advise customers on integration technologies (API/EDI), TMS systems, and logistics options Use CRM daily to track all activities, opportunities, and customer interactions accurately Follow established sales process and complete assigned tasks within company systems Coordinate with operations, customer service, and claims teams to resolve issues Collaborate with 4-5 Outside Sales reps on shared accounts and provide guidance Handle more complex shipping problems requiring creative solutions and network knowledge Maintain deep understanding of competitive landscape and alternative transportation modes Target: $1M annual revenue growth (8-10 new $100k+ customers per year) Success Metrics Pipeline: 6-8 qualified opportunities at all times (longer sales cycles) Activity: 5 new leads qualified per week Conversion: 8-10 new customers per year ($100k+ annual revenue each) Retention: 99%+ customer retention rate Revenue Growth: $1M annual incremental revenue Premium Service Mix: Higher percentage of full indemnity, time-critical shipments CRM Compliance: 100% opportunity and activity tracking Minimum Requirements REQUIRED: 1 year with our company OR 2 years LTL industry experience Demonstrated success in Outside Sales role (if internal promotion) Deep network knowledge and ability to advise customers on routing and service options Proven ability to sell value over price and justify premium pricing Conversational knowledge of 3PLs, API/EDI integration, TMS systems, and broader logistics modes Comfortable with technology: CRM systems, mobile applications, Microsoft Office Strong organizational skills and ability to work within structured processes Self-motivated with ability to work independently Valid driver's license and reliable transportation Bachelor's degree preferred but not required What We Offer Year 1 total compensation potential: $100-130k Top performers earn $150k+ Clear promotion path to National Sales (2+ years) Mileage Reimbursement Laptop, mobile phone, CRM and sales tools Advanced sales training and professional development #SALES #J-18808-Ljbffr