Business Development Manager - Delaware Container Terminal (DCT)

ENSTRUCTURE•Wilmington, DE

About The Position

The Business Development Manager will play a key role in the commercial development and successful launch of the Company’s new container terminal in Wilmington, Delaware. The position identifies, develops, and secures new business opportunities; builds relationships with ocean carriers, cargo owners, and logistics partners; and supports the development and execution of the terminal’s commercial strategy. The manager works with senior leadership, Operations, Finance, and other internal teams to develop customer solutions, evaluate commercial opportunities, support contract negotiations, and build a pipeline of containerized cargo and related business. The role also develops intermodal solutions and customer value propositions, conducts market and competitive research, prepares proposals and presentations, supports commercial negotiations and financial analyses, and coordinates with internal stakeholders to align proposed solutions with terminal capabilities. The manager tracks and forecasts business development activity, supports customer onboarding, develops strategic partnerships, and represents the Company in the maritime, port, transportation, and logistics industries. Travel is required as necessary for customer meetings, conferences, and industry events.

Requirements

At least 5 years of business development, sales, commercial, or related experience in the maritime, container terminal, ocean carrier, port, freight forwarding, logistics, or transportation industry.
Demonstrated ability to identify, develop, and convert new business opportunities.
Strong commercial judgment and ability to understand pricing, volume commitments, operating requirements, and customer economics.
Strong analytical skills, including the ability to evaluate market data, cargo opportunities, and business cases.
Excellent communication, presentation, negotiation, and relationship-management skills.
Ability to work cross-functionally with Operations, Finance, Legal, Engineering, and senior leadership.
Self-directed and comfortable working in an entrepreneurial, fast-paced environment associated with developing and launching a new terminal.
Strong organizational skills and ability to manage multiple customer opportunities and priorities simultaneously.
Proficiency with Microsoft Office and CRM/business development tools.
Ability to travel as necessary for customer meetings, conferences, and industry events.

Nice To Haves

Bachelor’s degree in Business, Supply Chain, Logistics, Transportation, Maritime Studies, or a related field preferred.
Knowledge of container shipping, terminal operations, international trade, and intermodal transportation strongly preferred.
Established relationships within the ocean carrier, shipper, freight forwarding, or broader logistics community highly desirable.

Responsibilities

Create logistical advantages and develop intermodal solutions that maximize customers’ international supply chains through the Delaware Container Terminal.
Develop and execute business development strategies to attract new customers and cargo volumes.
Identify and pursue opportunities with ocean carriers, beneficial cargo owners, importers/exporters, NVOCCs, freight forwarders, 3PLs, and other logistics partners.
Build and maintain relationships with current and prospective customers, industry partners, port stakeholders, and other members of the maritime and logistics community.
Develop a pipeline of prospective customers and commercial opportunities in support of the terminal launch and long-term growth.
Conduct market research and competitive analysis on cargo trends, trade lanes, customer needs, market opportunities, and competitive positioning.
Develop customer-specific value propositions highlighting the terminal’s capabilities, location, connectivity, service levels, and supply-chain advantages.
Prepare and deliver customer presentations, proposals, RFP responses, and other commercial materials.
Participate in customer meetings, industry conferences, trade events, and other business development activities.
Support commercial negotiations, including pricing, service requirements, volume commitments, and contract terms.
Develop business cases and financial analyses for prospective customers and commercial opportunities in partnership with Finance and Operations.
Coordinate with terminal operations and internal stakeholders to ensure proposed customer solutions are operationally feasible and aligned with terminal capabilities.
Provide customer and market input during terminal development and start-up to help align operational capabilities with commercial requirements.
Track business development activity, customer opportunities, pipeline status, anticipated cargo volumes, and commercial results.
Develop forecasts and provide senior leadership with regular updates on pipeline activity, customer engagement, market conditions, and business development progress.
Monitor competitive terminal activity, industry developments, carrier strategies, cargo flows, and broader container shipping and logistics trends.
Support strategic partnerships with railroads, trucking companies, warehouse and distribution operators, and other transportation and logistics providers.
Assist with customer onboarding and transition from commercial development to terminal operations as business is secured.
Represent the Company professionally in the maritime, port, transportation, and logistics industries.
Perform other duties and strategic commercial initiatives as assigned.