About the Role
The Business Development Manager will spearhead new business initiatives for our in-house brokerage services and support the growth of our retail LTL consolidation sector.
Key Activities
Map and prioritise target accounts (retailers, vendor-suppliers, and retail 3PLs); build a 12–18-month pursuit plan.
Run disciplined outbound (multi-threading Procurement, Transportation, DC Ops, Vendor Compliance).
Build and maintain a qualified pipeline across short, mid, and long-cycle opportunities; progress deals from discovery. pilot? scale.
Sell and scope retail-compliant LTL: vendor, DC, vendor, store (pool), cross-dock/flow-through, display/POP, and seasonal resets.
Navigate routing guides and compliance: appointment scheduling, MABD/OTIF, OS&D prevention, NMFC/classing, reweigh/reclass risk, accessorials (liftgate, inside, call-ahead), OS&D claims processes.
Collaborate on EDI/visibility requirements (e.g., 204/214/210), ASN/856, GS1-128/UCC-128 labelling, and retailer scorecards.
Align solutions with retail calendars (modular changes, peak/holiday, new store openings).
Lead discovery to define lane mix, freight characteristics (density, stackability, hazmat), cube/weight breaks, and service levels.
Partner with pricing/ops to deliver defensible LTL proposals (base rates, FAKs, minimums, fuel, cubic capacity, oversize rules) and implementation plans.
Prepare RFP/RFQ responses, pilot plans, and SOPs; ensure TMS onboarding and KPI baselining (on-time, damage, dwell, tender acceptance).
Orchestrate implementation (carrier partners, terminals, cross-docks, pool points); establish exception paths and claim workflows.
Grow share with QBRs, performance storytelling, and network optimisation (mode shifts, pool points, consolidation).
Own quota for new revenue and gross margin; forecast weekly with clear next steps and close dates.
Maintain CRM hygiene (stages, probabilities, activities); deliver accurate 90-day and annual outlooks.
Preferred Skills
Experience selling into/through retail 3PLs (e.g., pool distributors, e-Commerce 3PLs) and coordinating multi-carrier networks.
Background in POP/display programs, store-open kits, and seasonal reset logistics.
Education and Experience
5+ years quota-carrying LTL sales with demonstrable wins in retail channels (big-box/club/drug/dollar/speciality) or with their vendor/supplier base.
Hands-on knowledge of retail compliance (routing guides, MABD/OTIF, ASN/EDI, GS1-128), pool distribution, cross-dock/flow-through, and appointment scheduling.
Strong command of LTL pricing mechanics: NMFC/classing, density, FAKs, base tariffs, fuel, accessorial, cubic capacity rules, and claim mitigation.
About Us
Finding a great opportunity that fosters growth, a great culture, and leadership opportunities can be difficult. Top Quality Recruitment (TQR) connects professionals with leadership opportunities across the Packaging, Food and Beverage, Medical Devices, and Biotechnology industries. With 50+ years of experience, we believe in one-to-one communication and finding the best candidate/employer match possible.
TQR is an equal-opportunity employer that encourages diversity. We will consider all applications.
Accommodation for applicants with disabilities is available upon request.
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