Director, Business Development-Transportation Services
About The Position
As a part of the Walmart Supply Chain organization, you will contribute to the success of our Transportation Network. Sam Walton founded our company with the belief that the customer is #1, not just as a principle, but as our way of doing business. Customers rely on us for assortment, every-day low prices, and seamless Mail, Pick-up, and Delivery experiences. Our Supply Chain organization delivers on this promise through a world-class transportation network that is fast, reliable, and cost-effective. The Walmart Transportation Services team is building a next-generation transportation solution to serve external shippers with the same excellence that powers Walmart’s internal network. The Business Development organization is the growth engine of this platform—responsible for defining go-to-market strategy, building new customer pipelines, and accelerating revenue growth. This Director role will lead the Business Development function end-to-end, setting strategy, building and scaling the team, and establishing the processes and cross-functional partnerships required to unlock sustainable growth.
Requirements
- 10+ years of experience in business development, strategic sales, or commercial leadership within transportation, logistics, or freight brokerage environments
- Proven track record of building and scaling business development or sales organizations from the ground up, including establishing structure, processes, and performance management systems
- Demonstrated success driving measurable revenue growth through new customer acquisition in FTL, freight brokerage, or asset-based transportation services
- Experience leading complex, enterprise-level deal cycles and influencing executive stakeholders both internally and externally
- Strong cross-functional leadership experience, with a track record of partnering across product, operations, and commercial teams to unlock growth opportunities
- Experience operating in highly matrixed organizations, including driving alignment and outcomes without direct authority
- Bachelor’s degree in Business, Accounting, Finance, Marketing, or related field and 5 years’ experience in business development, market development, product development, or related area OR 7 years’ experience in business development, market development, product development, or related area.
Nice To Haves
- Experience in sales.
- Master’s degree in Business, Accounting, Finance, Marketing, Engineering, or related field
- Planning and managing budgets
- Supervisory experience
- Working with cross-functional teams
Responsibilities
- Define and lead the end-to-end business development strategy for Walmart Transportation Services, including target markets, customer segmentation, and value proposition.
- Build, lead, and scale a high-performing business development organization, including hiring, coaching, and developing senior leaders and individual contributors.
- Establish operating rhythms, pipeline management standards, and performance metrics that drive accountability and predictable revenue growth.
- Stand up and refine foundational processes, tools, and organizational structure required to scale a transportation services business from early-stage growth to maturity.
- Own pipeline creation, deal strategy, and revenue outcomes across new customer acquisition and expansion efforts.
- Identify and unlock new verticals, geographies, and strategic opportunities within the FTL and/or freight brokerage landscape.
- Lead complex, high-value deal negotiations with executive-level stakeholders at prospective shipper organizations.
- Translate market dynamics and competitive insights into actionable strategies that position Walmart as a preferred transportation partner.
- Partner cross-functionally across Operations, Product, Pricing, Finance, and Merchandising to align on growth priorities and deliver scalable solutions for customers.
- Lead internal alignment efforts to unlock growth opportunities, including influencing senior stakeholders and driving decisions in complex, matrixed environments.
- Champion the voice of the customer internally to inform product development, service offerings, and operational improvements.
- Implement data-driven approaches to pipeline management, forecasting, and performance tracking.
- Develop and oversee reporting that provides clear visibility into pipeline health, conversion metrics, and revenue performance, while generating insights to inform strategy.
- Continuously refine go-to-market processes to improve efficiency, scalability, and win rates.
Benefits
- Competitive pay
- Performance-based bonus awards
- Medical coverage
- Vision coverage
- Dental coverage
- 401(k)
- Stock purchase
- Company-paid life insurance
- PTO (including sick leave)
- Parental leave
- Family care leave
- Bereavement
- Jury duty
- Voting leave
- Short-term disability
- Long-term disability
- Company discounts
- Military Leave Pay
- Adoption and surrogacy expense reimbursement
- Live Better U education benefit program (for full-time and part-time associates)
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
1-10 employees
