Business Development Mgr, Integral Solutions

Norton Lilly International • Houston, TX

3d • Onsite

About The Position

The Business Development Manager is responsible for identifying new business opportunities, building client relationships, and developing revenue-growth strategies for the Company, with a focus on onshore logistics and related services, including freight brokerage. The role also manages relationships and accounts with legacy clients, supports client satisfaction and retention, and identifies ways to improve operational efficiency and profitability through new products, services, and revenue streams.

The role focuses on winning new clients, exploring markets, and identifying strategic development opportunities. It includes expanding the Integral Solutions (3PL) offering, which encompasses terminal services, warehousing, onshore logistics such as OTR and barge movements, customs brokerage, and freight brokerage. The role is guided by an approximate 60% focus on hunting for new business and 40% farming existing accounts.

The successful candidate works independently and collaboratively with cross-functional colleagues. They use sales analytics, maintain a robust pipeline, prepare and close proposals, negotiate profitable terms, and coordinate with the USSHIP team to identify opportunities among existing Port Agency clients. Regional and international travel of up to 40% is required. The position is based in a professional office environment and may evolve as industry practices and technology change.

Requirements

• Bachelor’s degree in business, marketing, or a related field.
• At least 10 years of sales or business development experience with a proven record of revenue growth.
• Ability to work collaboratively with colleagues and staff in a results-driven, team-oriented environment.
• Willingness and ability to travel regionally and internationally up to 40% of the time.
• Proficiency with Microsoft Windows and Microsoft Office Suite, including Excel and Word.
• Strong organizational skills and ability to multitask across procedural and project-management tasks under tight deadlines.
• Understanding of financial reports, budgetary guidelines, project expenditures, and project cost control.
• Ability to work in a dynamic, fast-paced environment, shift priorities, and deliver short-term analytics and long-term projects.
• Effective verbal and written communication skills, including comfort interacting with remote teams at all levels to gather information.
• Confident decision-making skills, including defining project guidelines and purpose, following through, and completing projects successfully.
• Ability to work collaboratively across departments; self-directed and results-oriented.
• Valid driver’s license and clean/safe motor vehicle record.
• Ability to obtain a Transportation Worker Identification Card (TWIC).

Nice To Haves

• Strong understanding of port agency services and vessel operations is highly preferred.

Responsibilities

• Pursue new business opportunities through methods such as cold calling, canvassing, social media outreach, networking, and industry events.
• Promote NLI’s brand and full portfolio of services through client engagement, sales meetings, presentations, and trade shows.
• Build and maintain client relationships by understanding client needs, setting achievable goals, and delivering tailored solutions.
• Nurture legacy-client relationships, manage accounts, support client satisfaction and retention, and identify opportunities to improve efficiency and profitability.
• Collaborate with USSHIP personnel to meet existing Port Agency clients, identify opportunities or pain points, and develop solutions intended to secure new revenue.
• Respond to client inquiries and prepare, submit, and close bids and proposals.
• Use analytics to support data-driven sales efforts and improve decision-making.
• Build and manage a sales pipeline valued at least four times the annual revenue target.
• Achieve a minimum 25% win ratio on pursued business opportunities.
• Negotiate client terms and conditions that support profitable business and meet or exceed NLI-defined metrics.
• Contribute to a collaborative, flexible work environment and take on additional duties as required by management.
• Follow company HSEQ policies and procedures.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior