Business Development Manager (Transportation & Logistics)

Geotab•Atlanta, GA

10d•Hybrid

About The Position

Geotab is seeking a driven, full-cycle sales professional to develop new business in the transportation and logistics market. The role owns the sales journey from prospecting through discovery, solution alignment, negotiation, and close, while working with reseller partners and Geotab teams to advance opportunities. The successful candidate will build customer relationships, understand operational challenges such as safety, uptime, fuel costs, compliance, and efficiency, and connect those needs to Geotab solutions. The position develops strategic sales plans, partner relationships, and market opportunities while applying industry and competitive knowledge to create focused strategies and customer outcomes. It also supports reseller and Partner Account Manager education, contributes to global strategic initiatives, and represents Geotab at trade shows and conferences. Geotab uses a flexible hybrid working model supporting both in-person and virtual work. Employees working from home must have reliable internet with at least 50 Mbps download and 10 Mbps upload. International travel of up to 50% is required. Benefits listed are offered to full-time permanent employees only.

Requirements

5–8 years of experience in sales, business development, transportation and logistics, or a similar role.
Post-secondary diploma or degree in Business, Commerce, or a related field, or an equivalent combination of education and work experience.
Proven track record in developing new sales and accounts.
Experience in the telematics industry.
Strong aptitude for understanding technical and business requirements.
Ability to anticipate and understand customer needs and provide viable solutions.
Diplomacy, negotiation, conflict resolution, and relationship management skills.
Excellent verbal and written communication skills, including comfort delivering presentations and training.
Strong project management skills, including identifying needs, developing solutions, and managing projects through completion.
Strong analytical and problem-solving skills, with sound judgment.
Strong time management skills and ability to multitask effectively.
Ability to stay current with technology and adapt to evolving technology and market demands.
Technical competence with software, including Google Suite for business (Sheets, Docs, Slides) and CRM tools such as Salesforce.
Entrepreneurial mindset and comfort working in a flat organization.
Ability to travel internationally up to 50% of the time; frequent travel and a valid passport are required.

Responsibilities

Prospect, research, identify, and pursue new business opportunities in assigned market segments.
Evaluate and implement strategic business plans to grow opportunities in assigned segments and markets.
Lead the end-to-end process as subject matter expert to build, qualify, and establish cooperative contracts for Geotab sales channels.
Collaborate with the Business Segment team to target and close top client pursuits.
Develop business development goals and objectives for the assigned market, including sales targets and budgets.
Monitor and update business development activity in associated tools and maintain a pipeline through partners, contracts, and resellers.
Conduct outbound market research and analysis to identify partners that meet market needs and align with Geotab’s vision and mission.
Use market and competitor knowledge to identify and develop Geotab’s unique selling propositions and differentiators.
Build industry knowledge and stay informed about trends, shifts, competitors, leaders, and startups.
Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership, and identify new business opportunities.
Educate Partner Account Managers and resellers and share expertise as a subject matter expert.
Provide input on new business opportunities, competitive analysis, market trends, and the business environment.
Collaborate with internal Geotab departments on the RFX process.
Work with leadership to develop short- and long-term strategic plans.
Support Geotab global strategic initiatives.