Sr. Business Development Manager

About Capstone:

Capstone is your partner-obsessed, data-driven, results-oriented transportation solutions provider. As the freight management division of Capstone Logistics, a billion-dollar supply chain entity spanning 550+ facilities across North America and handling over 6 million shipments per year, we deliver an exceptional end-to-end client experience through deep supply chain expertise, innovative technology, and a national-reaching carrier network. From inbound logistics to last mile delivery, our integrated solutions serve a wide range of partners that require high-touch service. Additionally, we offer transportation bid management software for cost benchmarking, optimized mode selection, carrier sourcing, RFP hosting, and more.

Capstone has been named a Top Freight Brokerage Firm based on net revenue by Transport Topics and recognized by Food Logistics as both a Top 3PL & Cold Storage Provider and a Top Software & Technology provider.

Are you data driven, results oriented, and client obsessed? We’re looking for sharp, ambitious, and enthusiastic candidates to join our team. We’ve built a high-energy, positive environment with opportunities to elevate our people through mentorship and talent development programs, upward mobility, and community involvement. Work-life balance is important to us, so we offer an in-office gym, monthly in-office haircuts and manicures, professional learning seminars, paid time off, and more.

What you’ll master:

As a Sr. Business Development Manager, you will be responsible for leveraging Capstone’s suite of capacity services and solutions to identify potential new customers, nurture relationships, and build lasting partnerships. Our Business Development Managers have access to unlimited leads and account access that other 3PLs can’t offer. Some of the specific job duties include, but are not limited to:

• Partner UQ: Service, communication, and attention to detail/accuracy
• Achieve and exceed periodic forecast KPIs 
• Lead strategy for discovery calls, opportunities, QBR, partner meetings 
• Design and execute a strategic business development plan for each account that provides continuous, profitable growth 
• Pipeline alignment with BD strategy and focus on $50M+ “Target Partner Profile” accounts 
• Leveraging Capstone’s value prop, unique differentiators and ability to cross-sell 
• Generate new profit by way of consistent pipeline development and leveraging active partner referrals 
• Producing high-impact gains with high conversion SPOT and VOLPRICE tender types 
• Effectively manage the Capstone Sales Cycle from prospect-onboard 
• Approach new opportunities strategically to maximize volume and profit growth

What we’re looking for:

• 5 years of experience in a 3PL B2B Business Development/Sales position managing L, XL, Fortune 5000 partners

• Exceptional work ethic and enthusiasm for outbound prospecting via phone/email/LinkedIn

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  Aptitude for managing pipelines, sales forecasts, sales KPIs

• Experience servicing, maintaining, growing partners while continuing to onboard new business

• Analytical, critical thinking skills, and knowledge of market and industry trends

• Robust knowledge of FTL Dry, Refrigerated, Drayage, Drop Trailer

• Proven ability to solve complex problems under pressure or specific to your partner’s pain points

• Considerable experience onboarding new business by way of RFPs and contracts

• Willingness to travel and effectively conduct face-to-face meetings with prospects and

• Ability to follow a clearly defined sales strategy laid forth by dept VP and direct manager

What we bring to the table: