National Business Development Representative II

Tucker Company Worldwide • Full-time • Haddonfield, New Jersey, United States • 4d ago

About the Company
Tucker Company Worldwide, Inc. is a family-held, third-generation corporation with a proud legacy of leadership celebrating its 65th 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 proudly co-founded the Transportation Intermediaries Association, where our CEO previously served as Chairman of the Board, and currently chairs the Highway Committee for the National Industrial Transportation League. Globally recognized organizations trust Tucker to deliver excellence across their most critical and complex supply chains. We invite you to consider joining our team of dedicated experts who are setting the standard for performance, reliability, and innovation in global logistics.

Location: Haddonfield, NJ (local candidates preferred)
Hours: Full-time
Position: National Business Development Representative II
Department: Business Development

About The Role
We are seeking an experienced Business Development Representative with a strong background in the truckload transportation industry to join our team. The ideal candidate will have several years of current, hands-on truckload experience and a strong understanding of the transportation and logistics industry, with current experience in truckload sales. Local candidates are preferred, as this role involves close collaboration with our internal team as well as opportunities for in-person customer and prospect meetings. We value someone who can build strong, lasting relationships with our current customers while also bringing a proven strategy and track record for developing and growing new relationships.

Key Accountabilities & Responsibilities
Accountabilities:
Pipeline & Revenue Ownership

Build, maintain, and actively manage a structured business development funnel and qualified prospect pipeline within CRM.
Drive disciplined opportunity progression from identification through close, ensuring accurate stage definition, probability weighting, and next-step documentation.
Meet or exceed defined revenue, profitability, margin (spread), and load count growth targets.
Proactively identify expansion, cross-sell, and margin improvement opportunities within assigned accounts.

Meeting Leadership & Internal Preparation Standards
The BDR sets the agenda and leads the room — internally and externally. BDR is accountable to:

Schedule and lead all customer-specific internal meetings, including:
Prospect introduction / pre-quote alignment meetings
RFI/RFP strategy sessions
Onboarding kickoff meetings
Account Development Strategy (ADS) meetings
QBR / Business Review preparation meetings
Customer-facing Business Reviews

For each non-time-critical or triage meeting, the BDR should distribute a written agenda in advance.

Clearly define the objective (decision, strategy alignment, execution planning, etc.).
Present a structured summary including:
- Opportunity or threat statement
- Customer background and strategic relevance
- Financial impact (revenue, margin, volume potential)
- Competitive landscape (if known)
- Defined next steps with owners and due dates

Opportunity Ownership & Internal Alignment
The BDR should proactively engage the prospect or customer in advance to gather sufficient information and develop a clear understanding of their needs, challenges, objectives, and expectations. For each new opportunity, to the extent possible, the BDR should arrive fully prepared to clearly articulate the following:

Customer need (explicit and implicit)
Business case and strategic fit
Key stakeholders and decision-makers
Identified “champion” and the strength of that relationship
Buying process and timeline
Risks, competitors, plan
Required internal resources

If technical, operational, compliance, or pricing expertise is required, the BDR must secure appropriate internal stakeholders in advance and ensure they are briefed before engagement.

Champion & Stakeholder Strategy

Maintain a clear understanding of the primary champion and power sponsor within each account or prospect.
Develop multi-level relationships across operations, procurement, compliance, and executive leadership where appropriate.
Define and document next steps after every meaningful interaction, including:
- Owner
- Due date
- Expected outcome

No opportunity in the CRM should exist without a documented next step.

Account Growth & Executive Relationship Ownership

Develop and execute formal account growth plans for assigned customers.
Establish long-term revenue roadmaps that include:
- Volume expansion
- Modal diversification
- Margin optimization
- Contract/RFP positioning
Own executive-level relationship management where applicable.
Elevate risks, competitive threats, and customer dissatisfaction proactively.

CRM Discipline & Data Integrity

Maintain CRM as the single source of truth for:
- Account details
- Stakeholder mapping
- Opportunity stage and value
- Activity history
- Next steps and follow-ups

Ensure CRM entries are updated in real time and reflect the current reality.
Utilize CRM reporting to drive weekly pipeline reviews and strategic forecasting.

Responsibilities:
Market & Growth Execution

Clearly articulate Tucker’s differentiated value proposition in targeted verticals; maintain fluency in industry terminology, solution design, and margin-driven selling strategies.
Utilize lead generation platforms, market intelligence, seize on new and/or “waterfall” opportunities, and use and/or help design customized reporting tools to identify and pursue new revenue opportunities aligned with company strategy.
Gather and analyze competitive intelligence, customer trends, and market data to inform account strategy and protect margins. Follow your customers and prospects in the news.

Pricing & Profitability Management

Provide structured feedback on wins, losses, and margin performance.
Own account-level pricing and margin optimization strategy in collaboration with Capacity and Pricing team members, escalating margin erosion risks and recommending corrective actions.
Partner cross-functionally to implement profitability improvement initiatives and strengthen long-term customer economics.

Account Strategy & Performance Reviews

Initiate and manage structured 30/60/90-day account reviews for new business to evaluate performance, identify risks, and recommend strategic adjustments.
Lead QBRs for assigned accounts, leveraging reporting and analytics to evaluate revenue growth, margin health, competitive positioning, and expansion opportunities.
Provide concise executive summaries to leadership outlining account performance, risks, and growth strategy as required.

Financial Stewardship & Risk Management

Ensure proper credit establishment for new accounts; collaborate with the Credit team and assist in collections escalation when necessary to protect company cash flow.
Book travel in accordance with the company's policies and ensure that expense management tools are submitted on time and in full. Always maximize customer visits during travel. Before attending approved conferences, ensure key carriers or clients close to the area can be seen, if time allows. Coordinate with VPBD and other BD staff, or CDM in advance.

Operational Discipline & Culture

Adhere to documented processes, performance standards, and continuous improvement initiatives.
Promote and model Tucker’s core values, strategic priorities, and professional standards in all internal and external interactions.

Collaboration:

Collaborate with VPBD and VPQS to prepare for audits and attend customer audits in person as needed and when possible, to gain a better understanding of the customer and their requirements.
Partner with Operational Excellence, Quality, and senior leadership to manage critical quality or service escalations, engaging customer leadership as needed to protect strategic relationships and ensure resolutions meet or exceed customer expectations.
Collaborate with Marketing to deliver marketing intelligence to internal team members and external customers/prospects.
Collaborate with Marketing to optimize customer referrals.

Qualification and Education Requirements

3-5 years industry experience
5 years’ experience working in sales
Several years of current, hands-on truckload experience
Portfolio Management $1million+
Proficiency in MS Office and aptitude to learn other related technologies
Strong written and verbal communication skills
Strong interpersonal skills and ability to work well within a team
Strong negotiation skills

Preferred Skills

College Degree
CRM/HubSpot Experience
PowerPoint and Excel intermediate to expert level knowledge; open to learning and training
TMS Experience
CTB (Certified Transportation Broker)

Compensation & Benefits

The anticipated base salary range for this role is $75,000 – $95,000 per year. Final compensation offered by Tucker Company Worldwide, Inc. will be determined at the time of offer.
Comprehensive benefits package, including health, dental, and vision insurance; 401(k); PTO; paid holidays; company-paid life and disability insurance; EAP; educational assistance; and incentive plan.

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.