Customer Development Manager

Description

Title:

Customer Development Manager

Reports To:

VP of Transportation & Logistics

Location:

Delray Beach, FL | Primarily office-based with some travel required across FL, MI, and PA

Type:
Full-Time | Onsite/Travel Required | Exempt

At Pero Transport LLC, we are committed to operating a world-class transportation and logistics organization that ensures our customers receive best-in-class customer service. We strive to always provide on-time and efficient deliveries and make a point to offer the best, most personal service to each of our customers. We are large enough to handle any shipper or receiver’s needs, while still providing the personal relationship and communication that is essential to your business.

The Customer Development Manager is a strategic, office-based role responsible for developing and managing backhaul freight programs across our FL, MI, and PA operations. This position plays a critical role in driving fleet profitability by independently analyzing lane economics, setting price strategy, and identifying new freight opportunities that reduce deadhead miles on return lanes. The ideal candidate exercises strong business judgment, operates with significant autonomy, and brings deep expertise in freight markets, lane profitability, and customer development strategy.

Backhaul Development

• Independently analyze backhaul freight opportunities across return lanes to maximize fleet utilization, reduce deadhead miles, and improve overall profitability
• Negotiate freight rates, lane agreements, and service terms with new and existing customers.
• Approve or reject freight based on profitability thresholds.
• Develop and maintain a deep understanding of our route network and transfer schedules to strategically match backhaul opportunities with available capacity.
• Collaborate with dispatch and operations leadership to evaluate operational viability of freight commitments prior to execution.

Customer Acquisition & Relationship Management

• Identify, evaluate, and pursue prospective customers including shippers, warehouses, 3PLs, retailers, and manufacturers, and prioritize which accounts to target based on strategic fit and profitability potential.
• Build, manage, and strategically develop a pipeline of backhaul opportunities using CRM tool and make decisions on resource allocation across accounts.
• Design and execute long-term account strategies to ensure consistent freight volume and maximize lane profitability across key partnerships.
• Serve as the primary point of contact for assigned accounts, resolve service issues, renegotiate terms, and make decisions that impact customer retention and profitability.

Market & Competitive Intelligence

• Conduct ongoing analysis of regional freight market conditions, rate trends, and competitive dynamics and develop and adjust pricing strategies based on market intelligence.
• Identify underserved lanes and emerging freight opportunities and recommend lane strategy and route redesign to leadership based on profitability analysis.
• Advise leadership on market conditions, competitor positioning, and strategic opportunities and make recommendations that influence operational and commercial decisions.

Reporting & Communication

• Maintain accurate records of all customer interactions, pipeline activity, pricing decisions, and closed agreements within CRM and TMS platforms.
• Develop and present regular reporting on pipeline status, revenue generated, booked loads, and lane-level profitability metrics and use data to drive strategic adjustments.
• Participate in regular operations and sales review meetings with leadership and present findings, strategic recommendations, and forecasts.
• Build and maintain lane-level performance metrics, including revenue per mile, profit margin, and load efficiency and use analysis to recommend pricing adjustments, lane additions or eliminations, and customer prioritization strategies.

Required

• 3+ years of experience in freight sales, brokerage, carrier sales, or transportation logistics.
• Proven track record of closing freight deals and growing a customer book of business.
• Strong understanding of…