Tucker Company Worldwide, Inc. 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), chairs 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.
Role Accountabilities & Responsibilities: Lead, coach and develop the business development team in all the areas and skills required to be highly competent in their roles, to effectively communicate with colleagues and stakeholders internally, and to enable the company to succeed in achieving its goals of growth, industry knowledge, market share profitability. Oversee the execution of sales revenues to meet or exceed the company's annual goals. Communicate these goals to the Business Development Representatives (BDRs) and Business Development Specialists (BDSs), ensuring all BD staff have the necessary resources to achieve their targets. Achieve business revenue growth targets in spread and load count as defined by the company whenever revenue goals are set or updated by securing more business from existing customers and finding and onboarding new customers. Establish customer-specific pricing strategies that consider onboarding, retention, increased wallet share, margin enhancement, and each customer's overall goals. By clearly articulating the opportunity, assess whether a contract is qualified to proceed to legal review and Vendor Product Service Validation (VPQS). Once an agreement is approved, be ready to assist the company in negotiating final contract details as needed. Effectively execute the customer onboarding process to ensure a smooth transition for new customers. Clearly articulate a strategic plan to the CEO or the Executive Leadership Team (ELT) as directed that consistently achieves overall goals and cascades these goals down to each BD. Identify and capture both new and repeat revenue. Train the BD staff and, eventually, stratify or specialize in the team by specific industries in the future. Evaluate, select, and execute the contracting process and renew services or software related to lead generation and business development tools. Manage, hire, and train the BD team to sell within Tucker's service niches effectively, ensuring they are fully trained and fluent in the relevant language, terms, and methodologies for selling these niches. Assess BD's current and future personnel requirements to ensure the team is resourced adequately for growth objectives. Collaborate proactively with the People and Culture team to meet these needs promptly. Cross-train and teach industry-specific sales skills, focusing on securing business with repeat lanes. Ensure the BD staff receives initial and ongoing training regarding pricing strategies, processes, and tools. Confirm that prospective clients and any bids we participate in are fully qualified. BD staff should ensure that prospects meet the following criteria before bidding: Specific interest in Tucker Alignment with Tucker's industry-specific solution development values Clear communication to the Pricing team regarding our stated goals, with sufficient notice and clarity Pre-qualify contracts before sending them to the legal team (this includes known volumes, customer champions, etc.) "Own" all customer relationships by establishing strategies to increase the number of customer connections and enhance account loyalty through relationship building with multiple contacts. Maximize operating margin performance while meeting customer needs. Ensure a smooth and successful transfer of the customer from the BDR/S to all necessary operations personnel. After the transition, be ready to assist whenever needed. 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, McLeod TMS is a plus, other. 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 Equal Opportunity Employment:
Tucker Company is dedicated to promoting and supporting diversity within our workplace. We provide an environment that promotes respect, integrity, teamwork, achievement, and acceptance regardless of age, disability, education, gender, gender expression, gender identity, job level, marital status, military status, national origin, parental status, pregnancy, race, religion, sexual orientation, socioeconomic status, or other protected factors. Tucker Company is committed to equal employment opportunities and providing reasonable accommodations to applicants with physical and/or mental disabilities. Equal employment opportunity applies to all policies and procedures relating to recruitment, hiring, compensation, benefits, promotion, termination and all other terms and conditions of employment. Employees are encouraged to discuss equal employment opportunity-related questions and issues with People and Culture. The Company does not allow any form of retaliation against individuals who, in good faith, raise issues of equal employment opportunity.
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