At least 10 years of proven success in sales leadership.
At least 10 years of experience managing teams.
Bachelor's degree.
Demonstrated competence using customer relationship management systems and lead-generation tools.
Strong organizational and writing skills.
Strong presentation and public-speaking skills.
Responsibilities
Deliver sales revenue that meets or exceeds annual company goals, cascade targets to business development representatives and specialists, and ensure staff have the resources to meet goals.
Achieve business revenue growth, spread, and load-count targets by growing existing customer business and finding and onboarding new customers.
Establish customer-specific pricing strategies that account for onboarding, retention, wallet-share growth, margin enhancement, and customer goals.
Assess whether contracts are qualified for legal review and negotiate final contract details as needed.
Ensure consistent execution of customer onboarding and rapid-onboarding processes across business development representatives.
Present a plan to the CEO or executive leadership team to achieve overall goals and cascade those goals to business development representatives.
Identify and secure new and repeat revenue opportunities, train business development staff, and evaluate opportunities to organize the team by industry specialization.
Evaluate, select, and manage contracts or renewals for lead-generation and business-development tools or services.
Manage, hire, and train the business development team to sell within the company's service niches and ensure staff are trained in the language, terms, and methodologies for selling those niches.
Evaluate current and future business development personnel needs and work proactively with the People and Culture team to meet them in a timely manner.
Cross-train and teach industry-specific sales skills, with a focus on obtaining repeat-lane business; provide initial and ongoing training on pricing strategies, processes, and tools.
Ensure prospects and bids are fully qualified before pursuit, including customer interest, fit with industry-specific solution-development values, timely communication of goals to Pricing, and contract prequalification before legal review.
Establish strategies to increase customer relationships and contacts, and deepen customer-account relationships and retention.
Implement the ADS strategy for the first 90 days and after 180 days to achieve growth goals.
Maximize operating-margin performance in line with customer requirements.
Ensure seamless customer transitions from business development representatives to internal operations and business development specialists, providing follow-up support as needed.
Revise and present multi-year growth targets to the executive leadership team with supporting business cases.
Ensure business development representatives schedule new-customer onboarding meetings and prepare to transfer awarded business according to company process.
Collaborate with Operational Excellence, Capacity, Customer Experience, and business development staff on new opportunities, strategies, resources, and daily spot-market opportunities; notify stakeholders in advance about special projects such as permitted loads.
Evaluate and monetize marketing and trade-show investments, ensure each event generates sufficient spread within 6–9 months, and maintain an ROI-focused events report with Marketing.
Collaborate with Marketing to provide business-development information for social media campaigns.
Enforce competition control within customer accounts and build services that strengthen customer relationships, existing business, and wallet-share retention.
During quarterly projection and goal-setting meetings, report problematic customer margins and plans; report progress at the next meeting, continue reporting on customers with spread-improvement plans, and report inaccurate lane awards, whether positive or negative.
Qualify customer nondisclosure agreements and potential contracts before submission to the Vice President of Quality and Security and Legal for review.
Lead business development staff, prospects, and Legal in negotiating agreeable contract terms and prepare contracts for the CEO's final review.
Introduce customer onboarding service requirements to Customer Experience and Customer Service teams.
Inform DCRFSQ and the Vice President of Quality and Security of business-development account corrective and preventive action openings and collaborate on responses.
Collaborate with DCRFSQ on strategies when freight needs exceed available carrier offerings.
Monitor business development workload, identify inefficiencies, and report them to the executive leadership team to improve productivity and scalability.
Lead customer discussions about rates, service, credit and collections, insurance, and unmet volumes, preparing each business development representative to handle these discussions.
Collaborate with VPOS, the Vice President of Quality and Security, and Operational Excellence on customer strategies to meet or exceed satisfaction through service, reporting, and customer-portal functionality.
Inform VPSV at contract time, and Operational Excellence and the carrier development team for existing clients, when special carrier needs or capacity are required; identify customer IT needs, friction points, and automation opportunities and work with VPOSE and DIT on solutions.
Give the Vice President of Quality and Security and DCRFSQ advance notice of actual or probable customer audits.
Gather IT needs from customers and staff and report them to IT leadership.
Ensure company-wide internal communication processes are carried out.
Present feedback, discuss and prepare necessary resources, and organize resources to continually improve business operations.
Champion the company's values, goals, and initiatives publicly and in one-on-one settings, ensuring staff alignment with and integration into company culture.
Develop subject-matter expertise in logistics and pursue public-speaking opportunities at trade shows and industry events to promote the company and drive new business.
Participate in employee-engagement activities and promote the company's core values.
Support social-media campaigns and contribute messaging when requested or when opportunities arise.
Collaborate with Operational Excellence when company performance does not meet customer expectations.
Contribute to developing carrier contracts for specific projects, opportunities, or solutions.
Consult on nuanced claims or business decisions related to claims.
Receive information from Operational Excellence about potential account threats or opportunities as needed.
Consult on customer messaging about freight-security or claim events.
Gather customer feedback and development requests to improve portal and site functionality.
Consult with the Vice President of Quality and Security upon formal execution of a shipper contract when a business award is imminent.
Meet with Accounting on escalated credit and collection efforts to maximize company efforts while managing the customer relationship.
Desired Qualifications
A graduate degree in a related field is strongly preferred.
Participation in industry groups.
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. We believe in the importance of investing generously in our people, business, industry, and local community. Tucker Company is the oldest privately-held freight brokerage in North America, specializing in notoriously complicated freight, like 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. Whether the shipment is oversized, delicate, high-value, or hazardous, we’re prepared to manage it with the utmost care. Tucker Company proudly co-founded the Transportation Intermediaries Association, where our CEO previously served as Chairman of the Board, and currently chairs the Highway Committee for the National Industrial Transportation League. Globally recognized organizations trust Tucker to deliver excellence across their most critical and complex supply chains. We invite you to consider joining our team of dedicated experts who are setting the standard for performance, reliability, and innovation in global logistics.
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.
In this role, you will own and deliver revenue growth while developing effective pricing strategies, onboarding new customers, and strengthen wallet share. You will lead, coach, and scale a high-performing business development team, identifying, securing, and expanding high-value customer partnerships. You will also oversee lead generation tools and business development technology investments, ensuring the team is equipped to perform at the highest level. As a visible leader, you will represent Tucker at industry events and help position the company as a leader within its core niches.
This role is perfect for someone who brings deep sales leadership experience, a strategic mindset, and the ability to build and motivate a high-performing team, while championing Tucker’s values, culture, and customer-first approach.
Deliver sales revenues that meet or exceed the Company’s annual goals. Cascade targets to Business Development Representatives (BDRs) and Business Development Specialists (BDSs), ensuring all BD staff have adequate resources to meet goals.
Achieve business revenue growth targets in both spread, and load count goals as determined by Company any time Revenue Goals are set or updated, by obtaining more business from existing customers and finding and onboarding new customers.
Establish customer-specific pricing strategies that consider on-boarding, retention, increased wallet-share, margin enhancement and overall goals for customer.
Assess whether contracts are qualified to proceed to legal review under the Vice President of Quality & Security (VPQS); negotiate final contract details as needed.
Ensure consistent execution of the customer onboarding and rapid-onboarding processes across all BDRs.
To clearly articulate to CEO (or to ELT as directed) 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 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 we are resourced to achieve growth goals, and work proactively with the People and Culture team to ensure needs are timely met.
Cross-train and teach industry-specific sales skills, with a focus on obtaining business with repeat lanes. Ensure BD staff receives initial and ongoing training regarding pricing strategies, processes, and tools.
Ensure prospects and bids are fully qualified before pursuit, including:
The specific interest in Tucker
It meets Tucker’s industry-specific solution development values
Communicate to Pricing what our stated goal(s) are, with sufficient time and clarity.
Contract is pre-qualified before sent to legal (known volumes, customer champion, etc.)
“Owns” all Customer relationships by establishing strategies to increase number of customer relationships, number of customer contacts, and “stickiness” within customer accounts through relationship building with multiple contacts within customers.
Implement ADS strategy for first 90 days; and Implement ADS strategy 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:
Revise and present multi-year growth targets to ELT with business cases
Ensure BDRs set meeting to on-board new customer and prepare to move awarded business according to 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 to meet goals. Regarding special projects, like permitted loads, etc., Inform stakeholders of upcoming projects in ample time.
Evaluate and monetize marketing and tradeshow investments; ensure each event generates sufficient spread within 6–9 months. 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. During the next quarterly projection meeting, report progress. Continue reporting, during projection, any customer who has had, or has a spread improvement plan. Report on inaccurate lane awards, either positive or negative.
Contracts, SOPs and NDAs
Qualify customer NDAs or potential contracts before submission to VPQS and legal for review.
Lead BD staff, prospects and legal to negotiate agreeable terms. Prepare CEO final review.
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 a 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, both good 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, from service, to reports to customer portal functionality, etc.
When special carrier needs and/or capacity is needed, inform VPSV (at contract time) and DOE and carrier development team (for existing clients) Seek both customer IT needs, and friction points and automation opportunities and work 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 ensuring that every staff member is aligned with and assimilated into Tucker’s culture.
Work to be considered a subject matter expert within the logistics industry; including seeking 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 you see an opportunity.
Collaborate with DOE when Company’s performance does not meet customer expectations
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.
Informed by DOE of potential threats or opportunities within an account where necessary.
Consulted on the messaging that will be sent to a customer about a freight security or a claim event.
Gather customer feedback and development requests to enhance portal and site functionality.
Consult with VPQS upon 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 relationship
Qualifications and Education Requirements
10+ years in proven success in sales leadership
Bachelor’s Degree
10+ years’ experience managing teams
Demonstrated competence in use of CRM, lead generation tools, etc.
Excellent organizational and writing skills
Strong presentation and public speaking skills
Preferred Skills
Graduate Degree in related field is strongly preferred
Participating in industry groups
Compensation & Benefits
The anticipated salary range for this role is $150,000 – $230,000 per year. Final compensation offered by Tucker Company Worldwide, Inc. 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.