Job Description
The Senior Manager, Business Development for small to mid-size businesses (SMB) is responsible for developing strategies and managing the performance of the SMB teams. This position focuses on employee development, new customer acquisitions, and revenue expansion. The Senior Manager will drive production across key asset-light solutions, with a focus on the growth and development of MoLo, an ArcBest Truckload Service. This leader oversees a team of Managers of Business Development (SMB) and Business Development Representatives (SMB), and will work cross-functionally with key business stakeholders to achieve organizational targets.
The Senior Manager, Business Development for small to mid-size businesses (SMB) is responsible for developing strategies and managing the performance of the SMB teams. This position focuses on employee development, new customer acquisitions, and revenue expansion. The Senior Manager will drive production across key asset-light solutions, with a focus on the growth and development of MoLo, an ArcBest Truckload Service. This leader oversees a team of Managers of Business Development (SMB) and Business Development Representatives (SMB), and will work cross-functionally with key business stakeholders to achieve organizational targets.
Responsibilities
- Develop leadership team and cultivate an environment of continuous improvement.
- Develop and foster relationships with all key business stakeholders and customers.
- Work with Vice President, Business Development to drive revenue results, employee engagement, and organizational objectives.
- Utilize reporting tools and consistently review the key metrics that drive the business.
- Oversee customer account strategies to meet volume and margin goals in alignment with organizational objectives.
- Improve employee retention and engagement.
- Other duties and projects, as assigned.
- Remain accountable for sales production and quota attainment.
- Proactively identify opportunities for process optimization, efficiency, ensure tech adoption, and implement continuous improvement initiatives.
- Manage a team of Managers of Business Development.
- Monitor customer retention reports, ensure health of accounts, and take proactive measures to address accounts that show signs of decline.
- Enforce seller and leadership accountability through detailed performance management expectations.
Requirements
Education:
- Bachelor's Degree, preferred
- 2 years Managing a sales or customer success team in the transportation & supply chain field.
- Proficient in CRM, Power BI, Excel.
- Ability to align business initiatives with customer account strategy to achieve goals.
- Ability to prioritize workload and manage multiple customer accounts.
- Analytical mindset with the ability to interpret data and make informed decisions.
- Deep understanding of the freight market.
- Effective communication skills, both written and verbal.
- Exceptional organizational skills and meticulous attention to detail.
- Proven ability to drive customer account growth.
- Proven experience spot quoting and successfully utilizing pricing tools.
- Strong problem-solving skills and critical thinking ability.
- Sound decision-making abilities.
- Communicating for Impact
- Knowledge of Organization
- Managing Multiple Priorities
- Organizational Leadership
- Performance Planning
- Planning: Tactical, Strategic
Other Details
Work Hours:
- Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.
Location: Chicago, IL. This is a hybrid position, which requires weekly in-office presence.
Compensation:
- This is a salary position paid biweekly.
- Variable compensation is included.
About Us
ArcBest is a multibillion-dollar integrated logistics company that helps keep the global supply chain moving. We offer ground, air, and ocean transportation through various capacity providers, including our LTL carrier ABF Freight, our truckload service MoLo, and our expedite fleet, Panther Premium Logistics. Through our managed solutions, we partner with customers to create logistics strategies that increase operational efficiencies, reduce costs and give better insights into their supply chains. We also offer moving services through U-Pack. Our technology and innovations team, ArcBest Technologies, provides custom-built solutions, leading-edge technology, and advanced analytics that help support our customers and optimize supply chains. Want to join the ArcBest team? We're looking for top talent who supports our values-driven culture and is driven to deliver an excellent customer experience.
ArcBest is a multibillion-dollar integrated logistics company that helps keep the global supply chain moving. We offer ground, air, and ocean transportation through various capacity providers, including our LTL carrier ABF Freight, our truckload service MoLo, and our expedite fleet, Panther Premium Logistics. Through our managed solutions, we partner with customers to create logistics strategies that increase operational efficiencies, reduce costs and give better insights into their supply chains. We also offer moving services through U-Pack. Our technology and innovations team, ArcBest Technologies, provides custom-built solutions, leading-edge technology, and advanced analytics that help support our customers and optimize supply chains. Want to join the ArcBest team? We're looking for top talent who supports our values-driven culture and is driven to deliver an excellent customer experience.
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