Business Development Manager

SPECIFIC RESPONSIBILITIES

Reporting to the Vice President, Commercial responsibilities include but are not limited to the following:

• Identify, prospect, and convert new business opportunities across scheduled services, industrial, school, and sports market segments.
• Seek out new business opportunities within the Washington area with a key focus on Q1 and Q4 periods.
• Build relationships with decision-makers, influencers, and buying groups to create qualified opportunities.
• Develop a strong pipeline of new and repeat business that supports revenue growth, fleet utilization, and margin targets.
• Use sales calls, presentations, proposals, site visits, and networking to move prospects through the sales cycle.

• Retain and grow assigned key accounts by protecting repeat bookings, increasing market share, and strengthening long‑term customer value.
• Maintain proactive contact with key clients to understand upcoming needs, seasonal demand, service expectations, and risks to retention.
• Conduct regular account reviews with key clients to strengthen relationships, resolve concerns early, and identify additional revenue opportunities.
• Represent the company at industry events, association meetings, trade shows, and customer networking functions as needed.
• Act as a key contact between sales, operations, dispatch and regional customers to ensure customer needs are understood and delivered effectively.

• Manage the full sales cycle from lead generation through proposal development, contract negotiation, documentation, and close with the support of the coordinators.
• Report sales activity, pipeline progress, forecasts, and results through weekly, monthly, or other reports as directed.
• Meet company goals, divisional targets, and lead generation expectations as set by the Vice President, Commercial.
• Work within assigned budget guidelines for business development, travel, client entertainment, and related sales expenses.
• Maintain accurate CRM records (when CRM is implemented), sales documentation, customer notes, and follow‑up activities to support visibility and accountability.
• Work closely with assigned business development coordination support to prioritize sales administration, contracting, documentation, and follow‑up activities so they are completed accurately and on time.
• Provide clear direction on sales priorities, customer context, deadlines, and escalations to ensure coordinator support is aligned with sales and operational requirements.

• Dental, Health and Vision Insurnace
• FSA or HSA Account
• Life Insurance
• PTO
• Sick TIme
• 401(k) with matching
• Holiday Pay

• 5+ years of business development or B2B sales experience with demonstrated success prospecting, managing pipeline, and closing business.
• Proven ability to retain key clients, grow accounts, secure repeat business, and achieve revenue or gross profit targets.
• Experience selling into industrial, education, sports, transportation, hospitality, or service‑based sectors is considered an asset.
• Strong prospecting, negotiation, presentation, relationship‑building, and closing skills.
• Proficiency and experience with CRM platforms and pipeline reporting tools.
• Ability to work flexible hours, including evenings, nights, and weekends as needed.