National Business Development Representative II

Tucker Company Worldwide•Haddonfield, NJ

11d•$75,000 - $95,000•Onsite

About The Position

We are seeking an experienced Business Development Representative with a strong background in the truckload transportation industry to join our team. The ideal candidate will have several years of current, hands-on truckload experience and a strong understanding of the transportation and logistics industry, with current experience in truckload sales. Local candidates are preferred, as this role involves close collaboration with our internal team as well as opportunities for in-person customer and prospect meetings. We value someone who can build strong, lasting relationships with our current customers while also bringing a proven strategy and track record for developing and growing new relationships.

Requirements

3-5 years industry experience
5 years’ experience working in sales
Several years of current, hands-on truckload experience
Portfolio Management $1million+
Proficiency in MS Office and aptitude to learn other related technologies
Strong written and verbal communication skills
Strong interpersonal skills and ability to work well within a team
Strong negotiation skills

Nice To Haves

College Degree
CRM/HubSpot Experience
PowerPoint and Excel intermediate to expert level knowledge; open to learning and training
TMS Experience
CTB (Certified Transportation Broker)

Responsibilities

Build, maintain, and actively manage a structured business development funnel and qualified prospect pipeline within CRM.
Drive disciplined opportunity progression from identification through close, ensuring accurate stage definition, probability weighting, and next-step documentation.
Meet or exceed defined revenue, profitability, margin (spread), and load count growth targets.
Proactively identify expansion, cross-sell, and margin improvement opportunities within assigned accounts.
Schedule and lead all customer-specific internal meetings, including: Prospect introduction / pre-quote alignment meetings, RFI/RFP strategy sessions, Onboarding kickoff meetings, Account Development Strategy (ADS) meetings, QBR / Business Review preparation meetings, Customer-facing Business Reviews.
Clearly define the objective (decision, strategy alignment, execution planning, etc.) for meetings.
Present a structured summary including: Opportunity or threat statement, Customer background and strategic relevance, Financial impact (revenue, margin, volume potential), Competitive landscape (if known), Defined next steps with owners and due dates.
Proactively engage the prospect or customer in advance to gather sufficient information and develop a clear understanding of their needs, challenges, objectives, and expectations.
Clearly articulate the customer need (explicit and implicit), business case and strategic fit, key stakeholders and decision-makers, identified “champion” and the strength of that relationship, buying process and timeline, risks, competitors, plan, and required internal resources for each new opportunity.
Secure appropriate internal stakeholders in advance and ensure they are briefed before engagement if technical, operational, compliance, or pricing expertise is required.
Maintain a clear understanding of the primary champion and power sponsor within each account or prospect.
Develop multi-level relationships across operations, procurement, compliance, and executive leadership where appropriate.
Define and document next steps after every meaningful interaction, including: Owner, Due date, Expected outcome.
Develop and execute formal account growth plans for assigned customers.
Establish long-term revenue roadmaps that include: Volume expansion, Modal diversification, Margin optimization, Contract/RFP positioning.
Own executive-level relationship management where applicable.
Elevate risks, competitive threats, and customer dissatisfaction proactively.
Maintain CRM as the single source of truth for: Account details, Stakeholder mapping, Opportunity stage and value, Activity history, Next steps and follow-ups.
Ensure CRM entries are updated in real time and reflect the current reality.
Utilize CRM reporting to drive weekly pipeline reviews and strategic forecasting.
Clearly articulate Tucker’s differentiated value proposition in targeted verticals; maintain fluency in industry terminology, solution design, and margin-driven selling strategies.
Utilize lead generation platforms, market intelligence, seize on new and/or “waterfall” opportunities, and use and/or help design customized reporting tools to identify and pursue new revenue opportunities aligned with company strategy.
Gather and analyze competitive intelligence, customer trends, and market data to inform account strategy and protect margins.
Provide structured feedback on wins, losses, and margin performance.
Own account-level pricing and margin optimization strategy in collaboration with Capacity and Pricing team members, escalating margin erosion risks and recommending corrective actions.
Partner cross-functionally to implement profitability improvement initiatives and strengthen long-term customer economics.
Initiate and manage structured 30/60/90-day account reviews for new business to evaluate performance, identify risks, and recommend strategic adjustments.
Lead QBRs for assigned accounts, leveraging reporting and analytics to evaluate revenue growth, margin health, competitive positioning, and expansion opportunities.
Provide concise executive summaries to leadership outlining account performance, risks, and growth strategy as required.
Ensure proper credit establishment for new accounts; collaborate with the Credit team and assist in collections escalation when necessary to protect company cash flow.
Book travel in accordance with the company's policies and ensure that expense management tools are submitted on time and in full.
Adhere to documented processes, performance standards, and continuous improvement initiatives.
Promote and model Tucker’s core values, strategic priorities, and professional standards in all internal and external interactions.
Collaborate with VPBD and VPQS to prepare for audits and attend customer audits in person as needed and when possible, to gain a better understanding of the customer and their requirements.
Partner with Operational Excellence, Quality, and senior leadership to manage critical quality or service escalations, engaging customer leadership as needed to protect strategic relationships and ensure resolutions meet or exceed customer expectations.
Collaborate with Marketing to deliver marketing intelligence to internal team members and external customers/prospects.
Collaborate with Marketing to optimize customer referrals.