Business Development Manager

Overview

The Business Development Manager (BDM) is an outside sales role focused on generating new revenue, expanding key accounts, and growing a defined territory. Approximately 60% of this role is dedicated to prospecting and developing new business (Hunter), while 40% focuses on cultivating and expanding existing customer relationships (Farmer). This position requires regular in-person customer visits and some travel between islands as part of relationship development and territory growth.

The individual will cultivate new relationships, deepen existing customer partnerships, and act as a knowledgeable logistics consultant. Success requires disciplined CRM usage (Cargo Wise and Active Campaign), strong business acumen, consistent follow-through, and a consultative, question-based sales approach rooted in a proven sales model.

• New Business Development
  • Document all outreach and meetings in Cargo Wise CRM.
  • Execute a proven sales process: build rapport, uncover challenges, identify needs, confirm fit, and drive to a decision.
  • Maintain a healthy pipeline with clear next steps, timelines, and measurable revenue projections.
  • Prospect and target new customers within key verticals (hospitality, construction, retail, wholesale, logistics).
• CRM Discipline & Pipeline Management
  • Enter all call notes and meeting notes into CRM immediately after each interaction.
  • Create opportunities and move them through the defined sales stages:
  • Qualify services needed
  • Identify volumes and frequency
  • Develop the value proposition
  • Present pricing to the customer
  • Confirm commitment
  • Maximize opportunity
  • Mark as “Won” and document final value
• Build accurate revenue projections (monthly & annual).
• Update estimated close dates weekly to maintain forecasting accuracy.

• Attributes Consistent with a Proven Sales Model
  • Consultative approach — asks questions to understand the customer’s true needs.
  • Ability to uncover challenges, define value, and confirm mutual fit before quoting.
  • Comfort driving structured conversations that move opportunities forward.
  • Professional persistence with strong emotional intelligence.
  • Ability to set clear expectations and gain agreement on next steps.
• Professional Skills
  • Excellent verbal and written communication.
  • Strong negotiation and closing ability.
  • Consistent organizational habits and follow-through.
  • Proficiency with Microsoft Office and CRM platforms (Cargo Wise, Active Campaign).
  • Strong financial and business acumen.
  • Independent, proactive, and self-motivated hunter mentality.
  • Strong leadership presence and ability to mentor others.
  • High attention to detail and accuracy.

• Bachelor’s degree in business, Sales, or related field OR equivalent experience.
• Minimum 3 years of successful sales experience, preferably in logistics, freight forwarding, or transportation.
• Demonstrated track record of new business development and closing measurable revenue.

• Prolonged periods at a computer or desk.
• Ability to lift up to 15 lbs during customer visits or events.
• Must currently reside in Hawaii. This is a requirement for the position.

Equal Opportunity Employer-Minorities/Women/Veterans/Disabled

The salary range for this position is $70,000 - $85,000 / yr.

Salary plus performance based incentive. Compensation includes a competitive base salary with the potential to earn additional incentives.