Vice President of Business Development - Haddonfield - Tucker's

Description

About the Company
Tucker Company Worldwide, Inc. is a family-held, third-generation corporation with a proud legacy of leadership celebrating its 60th anniversary in business. We believe in the importance of investing generously in our people, business, industry, and local community. Tucker Company is the oldest privately-held freight brokerage in North America, specializing in notoriously complicated freight, like temperature-controlled, oversized, and high-value, high-security shipments. We help transportation professionals for some of the world's top brands ensure the safe, on-time delivery of their freight using carefully designed procedures, cutting-edge technologies, and award-winning service. Whether the shipment is oversized, delicate, high-value, or hazardous, we're prepared to manage it with the utmost care. Tucker Company serves on the board of the Transportation Intermediaries Association (TIA), chair the Highway Transportation Committee of the National Industrial Transportation League (NITL), and serves on committees in a variety of trade associations important to our customers to understand both our industry and our customers' industries. We take great pride in moving high-touch, high-security freight in industries where reputation and track record are paramount.
Location:Haddonfield, NJ - Remote considered for candidates nationwide
Hours:Full-time
Position: Vice President of Business Development
Department: Business Development
About the Role
As Vice President of Business Development, you will lead the strategy, people, and processes that drive Tucker's growth. This is a high-impact role designed for a proven sales leader who thrives at the intersection of customer strategy, data-driven decision-making, and team development.
In this role, you will own and deliver revenue growth while developing effective pricing strategies, onboarding new customers, and strengthen wallet share. You will lead, coach, and scale a high-performing business development team, identifying, securing, and expanding high-value customer partnerships. You will also oversee lead generation tools and business development technology investments, ensuring the team is equipped to perform at the highest level. As a visible leader, you will represent Tucker at industry events and help position the company as a leader within its core niches.
This role is perfect for someone who brings deep sales leadership experience, a strategic mindset, and the ability to build and motivate a high-performing team, while championing Tucker's values, culture, and customer-first approach.
Key Accountabilities & Responsibilities
Accountabilities:

• Deliver sales revenues that meet or exceed the Company's annual goals. Cascade targets to Business Development Representatives (BDRs) and Business Development Specialists (BDSs), ensuring all BD staff have adequate resources to meet goals.
• Achieve business revenue growth targets in both spread, and load count goals as determined by Company any time Revenue Goals are set or updated, by obtaining more business from existing customers and finding and onboarding new customers.
• Establish customer-specific pricing strategies that consider on-boarding, retention, increased wallet-share, margin enhancement and overall goals for customer.
• Assess whether contracts are qualified to proceed to legal review under the Vice President of Quality & Security (VPQS); negotiate final contract details as needed.
• Ensure consistent execution of the customer onboarding and rapid-onboarding processes across all BDRs.
• To clearly articulate to CEO (or to ELT as directed) a plan that consistently achieves overall goal achievement, and cascade goals down to each BD rep.
• Identify and secure new and repeat revenue opportunities; train BD staff and evaluate opportunities to stratify the team by industry specialization.
• Evaluate, select, and manage contracting and/or renewals for services or software related to lead generation and BD tools.
• Manage, hire, and train business development (BD) team to sell within Tucker's service niches and ensure they are fully trained and fluent in the language, terms, and methodologies in selling these niches
  • Evaluate current and future BD personnel needs, ensuring we are resourced to achieve growth goals, and work proactively with the People and Culture team to ensure needs are timely met.
  • Cross-train and teach industry-specific sales skills, with a focus on obtaining business with repeat lanes. Ensure BD staff receives initial and ongoing training regarding pricing strategies, processes, and tools.
• Ensure prospects and bids are fully qualified before pursuit, including:
  • The specific interest in Tucker
  • It meets Tucker's industry-specific solution development values
  • Communicate to Pricing what our stated goal(s) are, with sufficient time and clarity.
  • Contract is pre-qualified before sent to legal (known volumes, customer champion, etc.)
• "Owns" all Customer relationships by establishing strategies to increase number of customer relationships, number of customer contacts, and "stickiness" within customer accounts through relationship building with multiple contacts within customers.
• Implement ADS strategy for first 90 days; and Implement ADS strategy after 180 days to achieve growth goals.
• Maximize operating margin performance in concert with customer requirements.
• Ensure seamless customer transitions from BDR to internal operations and BDS, providing follow-up support as needed.

Responsibilities:

• Revise and present multi-year growth targets to ELT with business cases
• Ensure BDRs set meeting to on-board new customer and prepare to move awarded business according to company process.
• Collaborate with the Director of Operational Excellence (DOE), Capacity, Customer Experience (CX), and or BD staff on new opportunities, strategies and resources needed to win daily spot market opportunities to meet goals. Regarding special projects, like permitted loads, etc., Inform stakeholders of upcoming projects in ample time.
• Evaluate and monetize marketing and tradeshow investments; ensure each event generates sufficient spread within 6-9 months. Maintain a living ROI-focused events report in partnership with Marketing.
• Collaborate with marketing to supply BD-related information used in social media campaigns.
• Enforce competition control within customers, building services that recognize customer relationships, increasing existing business, and wallet share retention.
• During quarterly projection and goal-setting meetings, highlight to ELT any problematic margins for existing customers, outlining a plan for the upcoming quarter. During the next quarterly projection meeting, report progress. Continue reporting, during projection, any customer who has had, or has a spread improvement plan. Report on inaccurate lane awards, either positive or negative.
• Contracts, SOPs and NDAs
  • Qualify customer NDAs or potential contracts before submission to VPQS and legal for review.
  • Lead BD staff, prospects and legal to negotiate agreeable terms. Prepare CEO final review.
  • Introduce to CX and CS teams, all necessary customer onboarding service requirements.
  • Inform DCRFSQ and VPQS of any CAPA opening for BD accounts and collaborate on response.
  • Collaborate with DCRFSQ on a strategy when freight needs exceed our carrier offerings.
• Improve productivity and scalability by monitoring BD workload, identifying inefficiencies, and reporting to the ELT.
• Lead BD-customer discussions re: rates, service, credit and collections, insurance, volumes not being met, both good and unwelcome news, with a goal toward each BD rep being fully capable of handling.
• Collaborate with VPOS, VPQS and DOE to implement strategies with customers, to meet/exceed customer satisfaction, from service, to reports to customer portal functionality, etc.
• When special carrier needs and/or capacity is needed, inform VPSV (at contract time) and DOE and carrier development team (for existing clients) Seek both customer IT needs, and friction points and automation opportunities and work with VPOSE and DIT to create solutions.
• Provide VPQS and DCRFSQ with as much advance notice as possible for all actual or probable customer audits.
• Gather and supply IT needs from customers or staff, and report to IT leadership.
• Ensure internal communication processes are carried out at a company level.
• Present feedback, discuss, prepare, and organize necessary resources to execute continual improvement of business operations.
• Be a leader and champion of the Company's values, goals, and initiatives both publicly and in one-on-one, closed-door settings ensuring that every staff member is aligned with and assimilated into Tucker's culture.
• Work to be considered a subject matter expert within the logistics industry; including seeking public speaking opportunities at tradeshows and industry events to promote Tucker and drive new business opportunity.
• Participate in employee engagement activities and promote the company's core values.

Collaboration (Consulted or Informed):

• Support social media campaigns, and help with messaging when asked, or when you see an opportunity.
• Collaborate with DOE when Company's performance does not meet customer expectations
• Integral role in the development of a carrier contract for a specific project, opportunity, or solution.
• Consult on nuanced claims or business decisions relating to claims.
• Informed by DOE of potential threats or opportunities within an account where necessary.
• Consulted on the messaging that will be sent to a customer about a freight security or a claim event.
• Gather customer feedback and development requests to enhance portal and site functionality.
• Consult with VPQS upon formal execution of a shipper contract when a business award is imminent.
• Regarding escalated credit and collection efforts, meet with accounting to maximize company efforts, while managing customer relationship

Qualifications and Education Requirements

• 10+ years in proven success in sales leadership
• Bachelor's Degree
• 10+ years' experience managing teams
• Demonstrated competence in use of CRM, lead generation tools, etc.
• Excellent organizational and writing skills
• Strong presentation and public speaking skills

Preferred Skills

• Graduate Degree in related field is strongly preferred
• Participating in industry groups

Compensation & Benefits

• The anticipated base salary range for this role is $160,000 - $250,000 per year. Final compensation offered by Tucker Company Worldwide, Inc. will be determined at the time of offer.
• Comprehensive benefits package, including health, dental, and vision insurance; 401(k); PTO; paid holidays; company-paid life and disability insurance; EAP; educational assistance; and incentive plan.

Equal Opportunity Employment