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Title: Customer Development Manager

Reports To: VP of Transportation & Logistics

Location: Delray Beach, FL | Primarily office-based with some travel required across FL, MI, and PA

Type: Full-Time | Onsite/Travel Required | Exempt

COMPANY SUMMARY

At Pero Transport LLC, we are committed to operating a world-class transportation and logistics organization that ensures our customers receive best-in-class customer service. We strive to always provide on-time and efficient deliveries and make a point to offer the best, most personal service to each of our customers. We are large enough to handle any shipper or receiver’s needs, while still providing the personal relationship and communication that is essential to your business.

POSITION SUMMARY

The Customer Development Manager is a strategic, office-based role responsible for developing and managing backhaul freight programs across our FL, MI, and PA operations. This position plays a critical role in driving fleet profitability by independently analyzing lane economics, setting price strategy, and identifying new freight opportunities that reduce deadhead miles on return lanes. The ideal candidate exercises strong business judgment, operates with significant autonomy, and brings deep expertise in freight markets, lane profitability, and customer development strategy.

KEY RESPONSIBILITIES

Backhaul Development

• Independently analyze backhaul freight opportunities across return lanes to maximize fleet utilization, reduce deadhead miles, and improve overall profitability
• Negotiate freight rates, lane agreements, and service terms with new and existing customers.
• Approve or reject freight based on profitability thresholds.
• Develop and maintain a deep understanding of our route network and transfer schedules to strategically match backhaul opportunities with available capacity.
• Collaborate with dispatch and operations leadership to evaluate operational viability of freight commitments prior to execution.

Customer Acquisition & Relationship Management

• Identify, evaluate, and pursue prospective customers including shippers, warehouses, 3PLs, retailers, and manufacturers, and prioritize which accounts to target based on strategic fit and profitability potential.
• Build, manage, and strategically develop a pipeline of backhaul opportunities using CRM tool and make decisions on resource allocation across accounts.
• Design and execute long-term account strategies to ensure consistent freight volume and maximize lane profitability across key partnerships.
• Serve as the primary point of contact for assigned accounts, resolve service issues, renegotiate terms, and make decisions that impact customer retention and profitability.

Market & Competitive Intelligence

• Conduct ongoing analysis of regional freight market conditions, rate trends, and competitive dynamics and develop and adjust pricing strategies based on market intelligence.
• Identify underserved lanes and emerging freight opportunities and recommend lane strategy and route redesign to leadership based on profitability analysis.
• Advise leadership on market conditions, competitor positioning, and strategic opportunities and make recommendations that influence operational and commercial decisions.

Reporting & Communication

• Maintain accurate records of all customer interactions, pipeline activity, pricing decisions, and closed agreements within CRM and TMS platforms.
• Develop and present regular reporting on pipeline status, revenue generated, booked loads, and lane-level profitability metrics and use data to drive strategic adjustments.
• Participate in regular operations and sales review meetings with leadership and present findings, strategic recommendations, and forecasts.
• Build and maintain lane-level performance metrics, including revenue per mile, profit margin, and load efficiency and use analysis to recommend pricing adjustments, lane additions or eliminations, and customer prioritization strategies.

QUALIFICATIONS

Required

• 3+ years of experience in freight sales, brokerage, carrier sales, or transportation logistics.
• Proven track record of closing freight deals and growing a customer book of business.
• Strong understanding of truckload (TL) operations, lane structures, and backhaul economics.
• Excellent communication, negotiation, and relationship-building skills.
• Self-motivated with strong business acumen who is comfortable operating independently in a performance-driven environment.
• Proficiency with CRM platforms, TMS software, and standard office tools (Excel, email, etc.).
• Valid driver's license and ability to travel extensively across FL, MI, and PA.

Preferred

• Existing relationships with shippers or logistics decision-makers in the areas our trucks deliver.
• Experience in refrigerated (reefer) or perishable freight.
• Familiarity with regional distribution networks and produce/food distribution operations.
• Experience working within or alongside a private fleet or regional carrier.

WORKING CONDITIONS

• Primarily office-based role operating in a professional business environment at the Delray Beach, FL location.
• Frequent use of computers, phones, CRM systems, TMS platforms, email, and other standard office equipment.
• Regular communication with customers, carriers, dispatch teams, operations leadership, and external business partners.
• Fast-paced, deadline-driven environment requiring strong organizational skills, multitasking, and the ability to manage shifting priorities.
• Position requires independent decision-making, strategic analysis, and the ability to work with minimal supervision.
• Travel is required across Florida, Michigan, and Pennsylvania for customer meetings, operational reviews, relationship management, and business development activities.
• May require occasional early morning, evening, or extended work hours to accommodate customer needs, transportation schedules, and market demands.
• Work involves exposure to transportation and warehouse environments during site visits, including distribution centers, loading docks, and fleet operations facilities.
• Position may involve prolonged periods of sitting, computer work, virtual meetings, and phone communication.

PHYSICAL REQUIREMENTS

• Ability to sit for extended periods while working at a desk or computer.
• Ability to use hands and fingers to operate a computer keyboard, mouse, telephone, and other office equipment.
• Ability to communicate clearly and effectively verbally and in writing.
• Ability to occasionally stand, walk, bend, reach, and move throughout office and operational facilities.
• Ability to travel frequently by vehicle and/or airplane across multiple states.
• Ability to lift and carry office materials, laptops, luggage, and presentation materials up to 15–25 pounds occasionally.
• Ability to maintain focus and productivity in a fast-paced, high-volume work environment.
• Visual ability to read reports, analyze data, and work on computer screens for extended periods.
• Ability to safely navigate warehouse, transportation, and distribution environments during customer and operational visits.

COMPANY BENEFITS/PERKS

• 401(k)
• Health, Dental, Vision Insurance and more
• Paid Time Off (PTO)

The company (Pero) reserves the right to alter, amend, expand or contract these duties and responsibilities as the company's needs evolve.