Business Development Executive at England Logistics in Southfield, MI

Job description

• Build Partnerships. Solve Complex Problems. Drive Growth.
• England Logistics is growing our Supply Chain Management division, and we're looking for an experienced, driven business development professional to help lead that growth.
• As an Business Development Executive, you'll identify, engage, and acquire new managed transportation customers, with a primary focus on Fortune 500 companies and shippers with $1M+ in Freight Under Management (FUM). You'll act as a consultant, strategic partner, and trusted advisor — helping organizations identify transportation challenges and develop customized solutions that improve cost, service, visibility, and operational efficiency.
• You'll own the full customer lifecycle — from prospecting and solution design through implementation, account management, expansion, and renewal. While new business development is the primary focus, you'll continue building relationships after the sale to drive retention, expansion, and long-term customer value.
• If you're a confident enterprise sales professional who thrives on building large pipelines, navigating complex sales cycles, engaging executive decision-makers, and closing high-value opportunities, this is your chance to directly impact the growth of England Logistics' Supply Chain Management division.
• This position reports directly to the Senior Director of Logistics Services.
• This isn't a traditional sales role where the relationship ends once the deal closes. You'll own the entire customer lifecycle — from prospecting and solution development through implementation, account management, expansion, and renewal.
• If you're a confident hunter who thrives on building a pipeline, navigating complex sales cycles, engaging executive decision-makers, and closing high-value opportunities, this is your chance to directly impact the growth of England Logistics' Supply Chain Management division.
• Generate new enterprise opportunities through proactive prospecting and business development.
• Maintain a fresh, qualified pipeline of at least $5M in ongoing opportunities.
• Continuously advance opportunities through the sales funnel toward close.
• Acquire and successfully onboard new managed transportation customers.
• Build strong executive-level relationships with Fortune 500 companies and $1M+ FUM shippers.
• Achieve new margin revenue targets in accordance with the established ramp schedule.
• Maintain high retention across their assigned portfolio.
• Expand existing customers across additional services, locations, business units, and transportation modes.
• Deliver profitable growth while maintaining operational excellence.
• Develop a sustainable book of long-term strategic customers.

Responsibilities

• Prospect and Build Your Pipeline
• Build and execute a strategic pipeline plan to acquire new managed transportation customers.
• Focus primarily on Fortune 500 companies and shippers with $1M+ in Freight Under Management (FUM).
• Maintain a fresh pipeline of at least $5M in ongoing opportunities.
• Generate new business through outbound prospecting, external referrals, internal England Logistics referrals, industry networking, and strategic partnerships.
• Consistently maintain high prospecting activity to create new opportunities and advance existing opportunities toward close.
• Meet prospecting and new-revenue objectives established by leadership.
• Consult, Influence, and Close
• Conduct consultative discovery meetings to understand a customer's transportation network, operational challenges, financial priorities, and strategic objectives.
• Build relationships with supply chain, logistics, procurement, finance, and executive decision-makers.
• Partner with internal Operations teams to design customized managed transportation solutions.
• Present strategies that demonstrate measurable improvements in cost, service, visibility, and operational efficiency.
• Lead pricing, contract negotiations, and commercial discussions.
• Clearly communicate business value, ROI, financial impact, and the benefits of outsourcing transportation management.
• Navigate complex enterprise sales cycles and influence multiple stakeholders throughout the decision-making process.
• Own the Customer Relationship
• Serve as the executive sponsor throughout implementation and ensure customer expectations are met prior to go-live.
• Maintain ownership of the client relationship after launch.
• Conduct ongoing business reviews focused on performance, strategic initiatives, and continuous improvement.
• Partner with internal teams to proactively resolve issues and maintain strong customer satisfaction.
• Serve as a trusted advisor to executive stakeholders throughout the customer relationship.
• Lead contract renewals and protect long-term customer retention.
• Grow Your Accounts
• Identify opportunities to expand services across additional business units, facilities, transportation modes, and geographies.
• Develop strategies to increase wallet share within existing customer relationships.
• Introduce additional England Logistics solutions when they provide value to the customer.
• Continuously evaluate customer transportation networks for additional growth opportunities.
• Develop a sustainable book of long-term strategic customers.
• Collaborate for Success
• Partner closely with Load Planning Operations, Carrier Procurement, Supply Chain Engineering/IT, and Finance.
• Leverage internal operational expertise to develop and deliver effective customer solutions.
• Coordinate internal resources throughout solution development, implementation, and ongoing account management.
• Advocate for customer needs while protecting England Logistics' profitability and operational standards.
• Maintain accurate CRM records, pipeline reporting, and sales forecasts.

Requirements

• Experience
• Bachelor's degree in Business, Supply Chain, Logistics, or a related field
• 5+ years of enterprise sales or account management experience within transportation, logistics, supply chain, or managed services
• Demonstrated success selling complex solutions to mid-market or enterprise customers
• Experience leading executive-level customer conversations
• Strong commercial negotiation experience
• Excellent communication and presentation abilities
• Ability and willingness to travel up to 50%
• Proven new-business development and hunter mentality
• Strong consultative and solution-selling skills
• Ability to uncover complex customer challenges and develop tailored solutions
• Confidence communicating with executive and C-suite decision-makers
• Strong commercial negotiation and presentation skills
• Ability to build, manage, and continuously advance a large enterprise sales pipeline
• Strong CRM discipline, pipeline management, and forecasting ability
• Cross-functional leadership skills and ability to influence without direct authority
• Strong financial acumen and comfort using numbers to support business decisions
• Ability to understand basic Profit & Loss and Balance Sheet reports
• Understanding of ROI, outsourcing, AP/AR, and variance account reporting
• Knowledge of transportation operations, freight procurement, and supply chain optimization
• Understanding of Transportation Management Systems (TMS), carrier procurement, and transportation analytics
• Experience with CRM platforms and sales forecasting
• Experience selling managed transportation, 3PL, 4PL, or transportation technology solutions preferred
• Proven success targeting Fortune 500 companies and shippers with $1M+ FUM preferred
• Comfortable leveraging AI tools such as ChatGPT, Copilot, and Claude to support sales, pipeline management, research, and other projects
• Competitive, driven, and focused on winning new business
• Confident and polished in executive-level conversations
• Strategic and consultative in your approach to selling
• Financially minded and comfortable discussing ROI and business impact
• Self-motivated with the discipline to consistently prospect and build pipeline
• Accountable and results-focused
• Comfortable navigating complex and longer enterprise sales cycles
• Strong relationship-builder who can transition from salesperson to trusted advisor
• Adaptable and effective in a fast-paced environment
• Collaborative and comfortable working across multiple internal teams
• Dedicated to continuous personal and professional development
• Embodies England Logistics' COACH Team values

Skills

Required

• Accountable and results-focused
• CRM platforms
• Sales forecasting
• Transportation Management Systems (TMS)
• Transportation analytics
• AI tools (ChatGPT, Copilot, Claude)

Benefits

• Strong Earning Potential
• Base salary of $75,000
• Salary paid every Friday, plus uncapped commissions
• Significant earning potential as you build and grow your portfolio
• Growth Without Limits
• Direct impact on company growth and revenue
• Opportunity to build and manage strategic customer relationships
• Exposure to complex enterprise and Fortune 500 opportunities
• Clear advancement and career development opportunities
• Comprehensive Benefits
• Medical, dental, and vision coverage
• 401(k) benefits
• Paid vacation, holidays, and sick days
• Schedule Monday- Friday 7:00AM-4:00PM
• Winning Culture
• Recognition programs and performance awards
• Team-building events and celebrations
• Collaborative, high-energy environment
• Supportive leadership invested in your success