DEPARTMENT: Business Development
JOB STATUS: Exempt
SALARY RANGE: $60,000-$75,000 + Incentive (Depending on skills and knowledge) + uncapped commissions
LOCATION: Kansas City, KS (Remote) - Must be located in or near Kansas City
REPORTS TO: Regional Sales Director
DIRECT REPORTS: No

JOB SUMMARY 

Join our team as a Business Development Representative, where you'll build and manage a portfolio of customers shipping freight via Less-Than-Truckload (LTL) transportation. This is a consultative, relationship-focused sales role where you'll qualify leads, uncover customer needs, position our service-based value proposition, and manage accounts through successful conversion and long-term retention. You'll work within a structured sales process, using CRM and mobile technology to manage 50+ customer relationships at different stages.  

Success requires strong organization, persistence, and relationship-building skills, along with the ability to quickly learn our network and service offerings. The ideal candidate thrives in a structured environment, follows established processes, and manages multiple relationships effectively. They are resilient, enjoy helping customers solve problems, and adapt quickly to new technology. Motivated to build a long-term career with growth opportunities, they value integrity and doing what’s right for both customers and the company. No logistics experience is required, as comprehensive training is provided. 

ESSENTIAL JOB DUTIES 

• Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period)  
• Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements  
• Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors  
• Manage 3-week conversion period with systematic follow-up and proactive customer engagement  
• Handle first 3 weeks post-conversion (highest service issue risk) with intensive customer support  
• Maintain 50+ retained customer relationships with consistent touchpoints and value-added service  
• Use CRM daily to track all activities, opportunities, and customer interactions accurately  
• Follow established sales process and complete assigned tasks within company systems  
• Coordinate with operations, customer service, and claims teams to resolve issues  
• Target: $750k annual revenue growth (8-10 new $50k+ customers per year) 

SUCCESS METRICS

• Pipeline: Minimum 4 qualified opportunities at all times  
• Activity: 5 new leads qualified per week  
• Conversion: 8-10 new customers per year ($50k+ annual revenue each)  
• Retention: 99%+ customer retention rate  
• Revenue Growth: $750k annual incremental revenue  
• CRM Compliance: 100% opportunity and activity tracking 

MINIMUM REQUIREMENTS 

• No prior logistics or LTL experience required - we provide comprehensive training  
• B2B sales experience preferred but not required  
• Comfortable with technology: CRM systems, mobile applications, Microsoft Office  
• Strong organizational skills and ability to work within structured processes  
• Self-motivated with ability to work independently  
• Valid driver's license and reliable transportation  

WHAT WE OFFER

• Year 1 total compensation potential: $75-90k  
• Top performers earn $100k+  
• Comprehensive paid training on LTL industry and our network  
• Clear promotion path: Outside Sales → Senior Outside Sales (1+ years) → National Sales (2+ years)  
• Mileage Reimbursement  
• Laptop, mobile phone, CRM and sales tools 

#SALES