Vice President of Business Development

About the Company
Tucker Company Worldwide, Inc. is a family‑held, third‑generation corporation with a proud legacy of leadership celebrating its 65th anniversary in business. Tucker Company is the oldest privately‑held freight brokerage in North America, specializing in notoriously complicated freight such as temperature‑controlled, oversized, and high‑value, high‑security shipments. We help transportation professionals for some of the world’s top brands ensure the safe, on‑time delivery of their freight using carefully designed procedures, cutting‑edge technologies, and award‑winning service. Globally recognized organizations trust Tucker to deliver excellence across their most critical and complex supply chains.

Location:

Haddonfield, NJ — Remote considered for candidates nationwide

Hours:

Full‑time

Position:

Vice President of Business Development

Department:

Business Development

About the Role
As Vice President of Business Development, you will lead the strategy, people, and processes that drive Tucker’s growth. This is a high‑impact role designed for a proven sales leader who thrives at the intersection of customer strategy, data‑driven decision‑making, and team development. You will own and deliver revenue growth while developing effective pricing strategies, onboarding new customers, and strengthening wallet share. You will lead, coach, and scale a high‑performing business development team, identifying, securing, and expanding high‑value customer partnerships, overseeing lead‑generation tools and technology investments, and representing Tucker at industry events.

Responsibilities

Deliver sales revenues that meet or exceed the Company’s annual goals and cascade targets to Business Development Representatives (BDRs) and Business Development Specialists (BDSs).

Achieve business revenue growth targets in both spread and load count goals as determined by the Company.

Establish customer‑specific pricing strategies that consider onboarding, retention, increased wallet‑share, margin enhancement, and overall customer goals.

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

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

Clearly articulate to the CEO (or ELT) 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 the 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 the team is resourced to achieve growth goals and work proactively with People and Culture to meet needs timely.

Cross‑train and teach industry‑specific sales skills, focusing on obtaining business with repeat lanes; ensure BD staff receives ongoing training on pricing strategies, processes, and tools.

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

The specific interest in Tucker

Meeting Tucker’s industry‑specific solution development values

Communicating to Pricing the stated goal(s) with sufficient time and clarity

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

“Own” all customer relationships by establishing strategies to increase the number of customer relationships, contacts, and “stickiness” within accounts through relationship building with multiple contacts.

Implement ADS strategy for first 90 days and 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.

Responsibilities (Additional)

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

Ensure BDRs set meetings to onboard new customers and prepare to move awarded business per 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.

Evaluate and monetize marketing and tradeshow investments; 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; report progress at subsequent meetings.

Qualify customer NDAs or potential contracts before submission to VPQS and legal; lead BD staff, prospects, and legal to negotiate agreeable terms.

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 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, and both positive 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 levels.

When special carrier needs and/or capacity is needed, inform VPSV (at contract time) and DOE and carrier development team; seek customer IT needs and automation opportunities 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.

Work to be considered a subject matter expert within the logistics industry; seek 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.

Collaboration (Consulted or Informed)

Support social media campaigns and help with messaging when asked or when an opportunity arises.

Collaborate with DOE when company performance does not meet customer expectations.

Serve 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.

Be informed by DOE of potential threats or opportunities within an account when necessary.

Consult on messaging that will be sent to a customer about a freight security or claim event.

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

Consult with VPQS on 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 relationships.

Qualifications and Education Requirements

10+ years proven success in sales leadership.

Bachelor’s Degree.

10+ years’ experience managing teams.

Demonstrated competence in using CRM, lead‑generation tools, etc.

Excellent organizational and writing skills.

Strong presentation and public speaking skills.

Preferred Skills

Graduate Degree in a related field is strongly preferred.

Participation in industry groups.

Compensation & Benefits

The anticipated salary range for this role is $150,000 – $230,000 per year. Final compensation will be determined at the time of offer.

Comprehensive benefits package, including health, dental, and vision insurance; 401(k); PTO; paid holidays; company‑paid life and disability insurance; EAP; educational assistance; and incentive plan.

Equal Opportunity Employment
Tucker Company is dedicated to promoting and supporting diversity within our workplace. We provide an environment that promotes respect, integrity, teamwork, achievement, and acceptance regardless of age, disability, education, gender, gender expression, gender identity, job level, marital status, military status, national origin, parental status, pregnancy, race, religion, sexual orientation, socioeconomic status, or other protected factors. Tucker Company is committed to equal employment opportunities and providing reasonable accommodations to applicants with physical and/or mental disabilities. Equal employment opportunity applies to all policies and procedures relating to recruitment, hiring, compensation, benefits, promotion, termination, and all other terms and conditions of employment. Employees are encouraged to discuss equal employment opportunity‑related questions and issues with People and Culture. The Company does not allow any form of retaliation against individuals who, in good faith, raise issues of equal employment opportunity.

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