Customer Development Manager

Pero Family Farms Careers•Delray Beach, FL

1d•Onsite

About The Position

The Customer Development Manager is a strategic, office-based role responsible for developing and managing backhaul freight programs across our FL, MI, and PA operations. This position plays a critical role in driving fleet profitability by independently analyzing lane economics, setting price strategy, and identifying new freight opportunities that reduce deadhead miles on return lanes. The ideal candidate exercises strong business judgment, operates with significant autonomy, and brings deep expertise in freight markets, lane profitability, and customer development strategy.

Requirements

3+ years of experience in freight sales, brokerage, carrier sales, or transportation logistics.
Proven track record of closing freight deals and growing a customer book of business.
Strong understanding of truckload (TL) operations, lane structures, and backhaul economics.
Excellent communication, negotiation, and relationship-building skills.
Self-motivated with strong business acumen who is comfortable operating independently in a performance-driven environment.
Proficiency with CRM platforms, TMS software, and standard office tools (Excel, email, etc.).
Valid driver's license and ability to travel extensively across FL, MI, and PA.

Nice To Haves

Existing relationships with shippers or logistics decision-makers in the areas our trucks deliver.
Experience in refrigerated (reefer) or perishable freight.
Familiarity with regional distribution networks and produce/food distribution operations.
Experience working within or alongside a private fleet or regional carrier.

Responsibilities

Independently analyze backhaul freight opportunities across return lanes to maximize fleet utilization, reduce deadhead miles, and improve overall profitability
Negotiate freight rates, lane agreements, and service terms with new and existing customers.
Approve or reject freight based on profitability thresholds.
Develop and maintain a deep understanding of our route network and transfer schedules to strategically match backhaul opportunities with available capacity.
Collaborate with dispatch and operations leadership to evaluate operational viability of freight commitments prior to execution.
Identify, evaluate, and pursue prospective customers including shippers, warehouses, 3PLs, retailers, and manufacturers, and prioritize which accounts to target based on strategic fit and profitability potential.
Build, manage, and strategically develop a pipeline of backhaul opportunities using CRM tool and make decisions on resource allocation across accounts.
Design and execute long-term account strategies to ensure consistent freight volume and maximize lane profitability across key partnerships.
Serve as the primary point of contact for assigned accounts, resolve service issues, renegotiate terms, and make decisions that impact customer retention and profitability.
Conduct ongoing analysis of regional freight market conditions, rate trends, and competitive dynamics and develop and adjust pricing strategies based on market intelligence.
Identify underserved lanes and emerging freight opportunities and recommend lane strategy and route redesign to leadership based on profitability analysis.
Advise leadership on market conditions, competitor positioning, and strategic opportunities and make recommendations that influence operational and commercial decisions.
Maintain accurate records of all customer interactions, pipeline activity, pricing decisions, and closed agreements within CRM and TMS platforms.
Develop and present regular reporting on pipeline status, revenue generated, booked loads, and lane-level profitability metrics and use data to drive strategic adjustments.
Participate in regular operations and sales review meetings with leadership and present findings, strategic recommendations, and forecasts.
Build and maintain lane-level performance metrics, including revenue per mile, profit margin, and load efficiency and use analysis to recommend pricing adjustments, lane additions or eliminations, and customer prioritization strategies.