Business Development Manager

Job Summary

Business Development Manager

ML Transportation · Full-Time · On-Site · Central Pennsylvania

About ML Transportation

ML Transportation is a privately held, asset based full truckload (FTL) carrier operating a growing fleet of power units and dry van trailers on a 24/7 schedule. We are a wholly owned subsidiary of a 3PL that offers asset-based warehousing and distribution services across Central Pennsylvania. Our culture is built on safety, professionalism, accountability, and a simple operating standard: Whatever It Takes. We are hiring a Business Development Manager to expand our customer base and deepen relationships with shippers who need reliable, high-service FTL capacity in the Mid-Atlantic and Northeast.

Position Summary

The Business Development Manager is responsible for growing ML Transportation’s freight volume by winning new FTL accounts and expanding existing customer relationships. You will own a defined geographic and industry book, generate qualified pipeline, convert opportunities into contracted or consistent tendered freight, and stay close to operations so what you sell can actually be executed. Success is measured in new revenue, retained volume, lane quality, and customer longevity — not activity for its own sake.

This is a full-time, in-person position based in Central Pennsylvania. Regular travel to customer sites in Central PA, New Jersey, and Western New York is expected.

Key Responsibilities

• Build and execute a territory plan focused on Central Pennsylvania, New Jersey, and Western New York, with additional coverage as assigned across Mid-Atlantic and Northeast FTL lanes.
• Prospect, qualify, and close new full truckload shippers — manufacturers, CPG, food & beverage, industrial, and 3PL partners that fit ML’s equipment, service model, and capacity.
• Grow existing accounts by identifying additional facilities, lanes, modes of tender, and volume that ML can reliably and profitably cover.
• Maintain a disciplined CRM pipeline: activity, next steps, forecast, and close dates. Report weekly on pipeline health, wins, losses, and at-risk volume.
• Prepare professional proposals, rate packages, and capability presentations. Negotiate rates and service terms within approved pricing guidelines.
• Partner daily with dispatch, operations, safety, and leadership so sold freight is coverable, profitable, and delivered to the standard we promise.
• Conduct in-person customer visits, facility walkthroughs, and QBRs. Represent ML at industry events, shipper meetings, and local business networks.
• Develop a working knowledge of ML’s capacity, equipment (dry van FTL), hours-of-service realities, preferred lanes, backhaul opportunities, and seasonal constraints so you sell what we can execute.
• Identify lane imbalances and backhaul opportunities that improve empty-mile performance and utilization.
• Gather market intelligence on competitor rates, service failures, and shipper pain points; feed that intelligence back to leadership.
• Uphold ML’s safety and professionalism standards in every interaction both external and internal. You are an ambassador of the brand.

What Success Looks Like (First 12 Months)

• A documented, active pipeline of qualified FTL opportunities in the assigned territory.
• New customer wins that produce consistent, executable tendered volume — not one-off loads.
• Measurable growth in existing-account revenue and lane density.
• Clean handoffs to operations and a reputation internally as someone who sells freight we can run well.
• Accurate forecasting and a book of business that leadership can plan capacity around.

Required Qualifications

• Proven business development or outside sales experience in full truckload transportation (carrier-side strongly preferred; high-performing brokerage experience considered if FTL depth is clear).
• Demonstrated ability to open doors with shippers, close new business, and grow an existing book.
• Working knowledge of FTL operations: dry van equipment, transit times, detention/layover, hours of service, tendering (EDI/API/email/TMS), and what makes a lane executable.
• Existing relationships and market familiarity in Central Pennsylvania, New Jersey, and/or Western New York.
• Strong written and verbal communication; comfortable presenting to plant managers, logistics directors, and procurement.
• Self-directed, organized, and comfortable working to a number with limited day-to-day supervision.
• Valid driver’s license and willingness to travel regularly within the territory.
• High integrity. We do not overpromise capacity we cannot cover.

Preferred Qualifications

• Existing book of FTL relationships that can transfer or reopen with a reputable regional carrier.
• Experience selling for an asset-based carrier rather than a non-asset brokerage.
• Familiarity with CPG, food & beverage, industrial, or retail shippers common to I-80 / I-81 / I-76 / I-90 corridors.
• CRM discipline (Salesforce, HubSpot, or similar) and comfort with basic rate analysis.
• Bachelor’s degree or equivalent experience.

Compensation & Structure

Competitive base salary plus performance-based incentives tied to new and growth revenue. Vehicle allowance or company vehicle consideration, expense account for customer travel, and a benefits package consistent with a full-time leadership-track role. Specific compensation will be discussed with qualified candidates.

Work Environment

On-site in Central Pennsylvania with regular customer-facing travel. This is not a remote role. You will work closely with ownership and operations leadership regularly. The pace is high; the expectation is ownership of results.

How to Apply

Submit a resume and a brief note describing your FTL book, the markets you know best (Central PA / NJ / Western NY), and the types of shippers you have won. References from shippers or operations partners are welcome.

Benefits:

• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Prescription drug insurance
• Vision insurance

Ability to Commute:

• Watsontown, PA 17777 (Required)

Work Location: In person