Business Development & Operations Specialist (Logistics)

Role Overview

We are looking for a high-performance Business Development & Operations Specialist to serve as a pivotal dual-function team member. You will act as the primary engine for our freight growth by identifying and securing new shipping lanes, while simultaneously acting as a crucial operational safety net for our customer service and dispatch teams. The ideal candidate possesses a "hunter" mentality for sales combined with the "operator" discipline to manage the lifecycle of a load from inception to delivery.

Core Responsibilities

I. Freight Development & Sales (60%)

• Targeted Prospecting: Research and qualify leads within target industries; identify high-potential shippers to build a sustainable book of business.
• Strategic Outreach: Manage a high volume of daily outbound calls, emails, and LinkedIn outreach to logistics managers and supply chain directors.
• Pipeline Management: Utilize our CRM to track leads, manage lead status, document interactions, and maintain a rigorous follow-up cadence.
• Lane Development: Analyze current market capacity and our existing lane data to identify opportunities where we have a competitive advantage.
• Contract Negotiation: Present service proposals, negotiate freight rates, and convert leads into committed customers.

II. Operational Support & Customer Service (40%)

• Operational Backstop: Serve as the primary point of contact for customer service escalations; jump into live shipments to resolve issues such as detention, re-consignment, or service failures.
• Load Lifecycle Management: Monitor active loads for carrier compliance, dispatch efficiency, and timely updates.
• Client Communication: Maintain proactive communication with customers regarding shipment status, potential delays, and final delivery confirmation.
• Issue Resolution: Think critically under pressure to troubleshoot logistical bottlenecks, ensuring our commitment to the shipper is upheld despite unforeseen transit challenges.

Required Qualifications

• Experience: 2+ years of experience in third-party logistics (3PL) freight brokerage or carrier relations.
• Logistics Proficiency: Deep understanding of truckload operations, including equipment types (e.g., 53ft Van, Reefer), market lane trends, and industry-standard documentation (BOLs, Rate Confirmations).
• Communication: Advanced professional communication skills, specifically the ability to persuade during sales calls and maintain composure during high-stress operational crises.
• Technical Literacy: Expert-level familiarity with Transportation Management Systems (TMS) and CRM software (e.g., Salesforce, Hubspot, or industry-specific platforms).
• Mathematical Aptitude: Ability to quickly calculate margins, mileage, and rate-per-mile to ensure profitability on every lane quoted.
• Success Metrics (KPIs)
• New Customer Onboarding: Number of new shippers qualified and moved per month.
• Load Coverage Efficiency: Ability to successfully cover new lanes sourced.
• Operational Responsiveness: Speed and accuracy in resolving customer/carrier inquiries during backup coverage.
• Customer Retention: Ensuring high service levels to prevent churn in accounts you have sourced.