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 60th 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 serves on the board of the Transportation Intermediaries Association (TIA), chairs the Highway Transportation Committee of the National Industrial Transportation League (NITL), and serves on committees in a variety of trade associations important to our customers to understand both our industry and our customers’ industries.

We take great pride in moving high-touch, high-security freight in industries where reputation and track record are paramount.

Location:

Haddonfield, NJ — Remote considered for candidates nationwide

Position Type:
Full-time

• 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 the 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 onboarding, retention, increased wallet-share, margin enhancement and overall goals for customers.
• 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.
• 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 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.
• 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 the number of customer relationships, contacts, and “stickiness” within customer accounts through relationship building with multiple contacts.
• Implement ADS strategy for the 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.

• 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 according to company process.
• Collaborate with the Director of Operational Excellence (DOE), Capacity, Customer Experience (CX), and BD staff on new…