Business Development Manager Freight Forwarding Jobs in California

Business Development Manager- Maersk Ground Freight
Business Development Manager- Maersk Ground Freight
Location: Southern California (LA, IE, OC)
We are seeking a highly driven Business Development Hunter to aggressively grow our Specialized LTL & White Glove.
This role is focused exclusively on prospecting, qualifying, and closing new Specialized LTL business, with minimal account management responsibility.
The ideal candidate is a proven logistics sales professional who thrives in a fast-paced, quota-driven environment and has deep experience selling Big & Bulky LTL and White Glove), B2B/B2C transportation solutions to shippers. Experience in selling FTL, final mile, dedicated, pool point transportation solutions is considered a plus.
As a Business Development Manager, you are a catalyst in this mission. Your work goes beyond selling - you will identify and win new-logo business, partner strategically with prospects, and build trusted relationships that lead to enduring value and transformational growth.
What You'll Do
As a key member of the North America Business Development team, your focus will be to generate and close new business in the Maersk Ground Freight portfolio. You will identify ideal target customers using data, insight, and intuition - and you'll position Maersk as the logistics partner that delivers clarity, reliability, and innovation. In this position you will be responsible for outreach, identifying and prospecting new logos for Maersk Ground Freight and generating sales as well as building a sales pipeline that allows consistent business growth for ground freight.
Sales Execution
• Conduct discovery to understand shipper freight profiles, lane structures, service requirements, and pain points
• Present and sell LTL solutions including Specialized LTL, expedited LTL, volume LTL, cross-border, and accessorial-heavy freight
• Collaborate with pricing, operations, and carrier management teams to build competitive solutions
• Negotiate pricing, contracts, and service agreements to close profitable business
Market & Relationship Development
• Build relationships with transportation, supply chain, and procurement decision-makers
• Maintain strong market awareness of competitors, capacity trends, and competitive landscape
• Represent the company at industry events, trade shows, and customer meetings
Performance & Reporting
• Maintain accurate pipeline and activity reporting in CRM
• Meet or exceed new logo revenue and margin targets
• Track and report on prospecting activity, win rates, and sales cycle performance
Travel: 10-20%
Key Responsibilities:
• Win New-Logo Business: You are laser-focused on acquiring new customers. You identify, engage, and convert high-potential prospects into long-term Maersk clients.
• Prioritize with Insight: Use multiple data sources - market intelligence, CRM analytics, supply chain databases, and internal benchmarks - to segment and prioritize target accounts with the highest potential value and strategic fit.
• Lead with Empathy and Purpose: Build relationships through genuine understanding, active listening, and customer-first engagement. You earn trust and influence by putting the customer's goals at the center.
• Sell Solutions, Not Products: Understand each prospect's supply chain challenges and design solutions using all Maersk Ground freight products.
• Collaborate to Win: Work closely with solution engineering, operations, product, pricing, and legal to craft compelling proposals that balance commercial goals with operational feasibility.
• Own the Sales Cycle: Use structured sales methodologies (Maersk Value Selling, Challenger, Miller Heiman, SPIN, etc.) to manage the full sales lifecycle from first contact to contract signature.
• Build a Better Pipeline: Keep a strong and healthy pipeline in SFDC - SalesForce.com, driven by both proactive outreach and strategic account targeting.
• Execute with Discipline: Use Covey's principle of "beginning with the end in mind" - set clear objectives, measure results, and constantly improve your approach.
What Makes You a Great Fit
You're motivated to win every day and drive growth with onboarding new business and developing solutions that drive value for the customer and our organization. You are organized, disciplined and ferocious, driven by closing deals and hunting. You blend the humility and resolve of a Jim Collins "Level 5 Leader" with the curiosity, integrity, and empathy that Dale Carnegie and Stephen Covey championed. You ask the right questions, dig deep into problems, and deliver outcomes that make customers say: "Why weren't we working with Maersk sooner?"
Experience & Capabilities:
• Proven track record (7+ years) in new business acquisition, in ground freight within the United States especially LTL (Specialized and white glove deliveries). Additional experience in final mile home delivery, FTL and dedicated solutions as well as domestic freight forwarding is a plus.
• Demonstrated ability to win "new logo" customers through data-driven targeting, strategic outreach, and consultative selling.
• Deep understanding of domestic transportation (LTL, FTL, Dedicated, Final mile, pool point solutions)
• Strong analytical and commercial mindset - able to interpret data, spot opportunity, and translate insight into action.
• Exceptional interpersonal and communication skills - you build trust, adapt quickly, and lead conversations with confidence and authenticity.
• Entrepreneurial energy and accountability - you take ownership, act decisively, and deliver results without waiting to be told.
• Expert in applied technology for prospecting and target identification.
• Bachelor's degree required; advanced degrees or certifications (e.g., CSCP, SCPro) are a plus.
Key Behaviors & Competencies
• Hunter mentality with relentless drive for new business
• Results-oriented and comfortable in a high-accountability sales culture
• Strong financial acumen with focus on yield and margin
• Ability to navigate complex organizations and multiple stakeholders
• High level of autonomy, discipline, and time management
What You'll Gain
• A mission-driven role where your work enables global trade, economic progress, and sustainability.
• A high-impact sales role in one of the world's most respected logistics organizations.
• Highly competitive compensation package with performance-driven incentives and ability to earn uncapped commission.
• Growth opportunities, global exposure, and access to world-class tools, training, and development programs.
• A strong, collaborative culture built on humbleness, courage, and a passion for customers.
Job Type:
Full Time
Compensation & Benefits
• Competitive base salary $120,000.00-$160,000.00 + uncapped commission plan
• New-logo accelerators and performance incentives
• Car allowance or mileage reimbursement
• Comprehensive benefits package (medical, dental, vision, 401k, PTO etc.)
The above stated pay range is the anticipated starting salary range for this position. The Company may adjust this range in light of prevailing market conditions and other factors such as location. The Company will work directly with the selected candidate(s) on the final starting salary in accordance with all applicable laws.
Notice to applicants applying to positions in the United States
You must be authorized to work for any employer in the U.S.
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