Job Description
The Manager, Business Development (SMB) is responsible for the productivity and growth of a sales team focused on new small-to-midsize customer acquisition. This position builds and develops a highly effective team of sellers focused on strategic revenue and profit targets, while building strategies to land and grow new customers within the SMB customer vertical. The Manager will drive production across key asset-light solutions, with a focus on the growth and development of MoLo, an ArcBest Truckload Service. The Manager of Business Development (SMB) supervises the sales team's activities and performance by providing coaching, setting goals, managing key performance indicators (KPIs), and leading continuous employee development initiatives.
The Manager, Business Development (SMB) is responsible for the productivity and growth of a sales team focused on new small-to-midsize customer acquisition. This position builds and develops a highly effective team of sellers focused on strategic revenue and profit targets, while building strategies to land and grow new customers within the SMB customer vertical. The Manager will drive production across key asset-light solutions, with a focus on the growth and development of MoLo, an ArcBest Truckload Service. The Manager of Business Development (SMB) supervises the sales team's activities and performance by providing coaching, setting goals, managing key performance indicators (KPIs), and leading continuous employee development initiatives.
Responsibilities
- Analyze reporting platforms and CRM software.
- Mentor team members while monitoring performance and managing sales strategy.
- Track, analyze, and manage KPIs to drive Business Development Representative and team strategy.
- Collaborate across departments such as Carrier Sales, Account Development, Sales Operations, Legal, Field Sales, Accounts Receivable, and all other departments that support our customers.
- Meet and exceed monthly, quarterly, and annual sales targets.
- Support high-level customer and organizational strategy to foster portfolio growth.
- Develop, coach, and manage a team of Business Development Representatives while fostering their professional growth through continuous development initiatives.
- Other duties and projects, as assigned.
- Work with Business Development Representatives to identify areas of opportunity throughout sales process.
Requirements
Education:
- Bachelor's Degree, preferred
- 2 years Third-Party Customer Facing logistics industry experience, preferred
- Proficient in Microsoft Office Suite. Upon Hire, preferred
- Excellent mentoring, coaching, and people management skills Upon Hire, preferred
- Proven ability to drive the sales process from plan to close within 60 Days, required
- Highly organized with attention to detail and strong problem-solving skills Upon Hire, required
- Strong communication and interpersonal skills Upon Hire, required
- Confident decision making and ability to thrive in a fast-paced environment within 60 Days, required
- Excellent time management skills to prioritize and maximize workload within 60 Days, preferred
- Strong business sense and industry expertise Upon Hire, preferred
- Initiative
- Negotiating
- Perseverance and Follow-Through
- Problem Solving
- Relationship Management
- Selling
- Service Excellence
Other Details
Work Hours:
- Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.
- 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.
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