Senior Business Development Representative

CrossCountry Freight Solutions•Phoenix, AZ

2d•$75,000 - $90,000•Remote

About The Position

As a Senior Business Development Representative, you'll work with more strategic accounts requiring premium service offerings and higher-touch relationship management. You'll leverage your LTL industry knowledge to sell value-based solutions (full indemnity, time-critical, guaranteed delivery) while managing more complex sales cycles and larger revenue opportunities. You'll collaborate with Business Development Representatives on shared accounts while managing your own portfolio of strategic customers. The ideal candidate has a strong command of LTL fundamentals and network operations, with the ability to confidently discuss technical topics such as EDI, TMS, 3PLs, and broader logistics modes. They sell on value and service differentiation rather than price, using a consultative approach to uncover customer needs and build long-term, trust-based relationships as a strategic advisor. Highly disciplined and organized, they exercise sound judgment in qualifying opportunities, follow through proactively, and remain resilient and self-motivated. Comfortable with CRM systems and business technology, they communicate clearly, operate with integrity and a company-first mindset, and demonstrate a growth mindset through continuous improvement, mentoring less experienced reps, and pursuing advancement toward a National Sales role.

Requirements

REQUIRED: 1 year with our company OR 2 years LTL industry experience
Demonstrated success in Outside Sales role (if internal promotion)
Deep network knowledge and ability to advise customers on routing and service options
Proven ability to sell value over price and justify premium pricing
Conversational knowledge of 3PLs, API/EDI integration, TMS systems, and broader logistics modes
Comfortable with technology: CRM systems, mobile applications, Microsoft Office
Strong organizational skills and ability to work within structured processes
Self-motivated with ability to work independently
Valid driver's license and reliable transportation

Nice To Haves

Bachelor's degree preferred but not required

Responsibilities

Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period)
Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements
Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors
Sell value-based solutions and justify premium pricing through ROI and service differentiation
Manage 3-week conversion period with systematic follow-up and proactive customer engagement
Handle first 4-6 weeks post-conversion (highest service issue risk) with intensive customer support
Maintain 50+ retained customer relationships with consistent touchpoints and value-added service
Manage strategic accounts ($100k+ annual revenue) requiring premium service offerings
Advise customers on integration technologies (API/EDI), TMS systems, and logistics options
Use CRM daily to track all activities, opportunities, and customer interactions accurately
Follow established sales process and complete assigned tasks within company systems
Coordinate with operations, customer service, and claims teams to resolve issues
Collaborate with 4-5 Outside Sales reps on shared accounts and provide guidance
Handle more complex shipping problems requiring creative solutions and network knowledge
Maintain deep understanding of competitive landscape and alternative transportation modes
Target: $1M annual revenue growth (8-10 new $100k+ customers per year)