Coordinator, Business Development

Summary

The Business Development Representative (BDR) is responsible for generating qualified sales opportunities by identifying prospective shippers, connecting with key logistics decision-makers, and understanding their transportation needs. This role focuses on building a strong pipeline through strategic outbound prospecting, effective qualification, and consistent follow-up. The BDR will work closely with the sales team to ensure qualified opportunities are properly documented and handed off with the information needed for a successful discovery call.

What You’ll Do

• Identify and research prospective customers that align with the company’s ideal customer profile (ICP).
• Connect with transportation, logistics, supply chain, procurement, and operations decision-makers through phone, email, LinkedIn, and other prospecting channels.
• Research prospects to understand their freight profile, including commodities, shipping lanes, modes, volume, current providers, and potential transportation challenges.
• Qualify prospects based on their shipping needs, pain points, buying process, timing, decision-makers, and overall fit.
• Schedule qualified discovery calls for the sales team and provide clear background and qualification notes before each meeting.
• Follow up consistently with prospects, handle common objections, and nurture relationships with companies that may not be ready to engage immediately.
• Maintain accurate and up-to-date prospect, account, activity, and pipeline information in the CRM.
• Confirm and follow up on scheduled meetings to reduce no-shows and reschedule qualified opportunities when necessary.
• Provide a clear handoff to the sales team with relevant information about the prospect’s transportation needs and opportunity.
• Build a pipeline of both immediate and future sales opportunities through consistent prospecting and relationship development.

Qualifications

• Ability to communicate clearly and professionally in English is required
• Comfortable making outbound calls and engaging new prospects.
• Self-motivated, competitive, and comfortable working toward activity and performance goals.
• Strong organizational and time-management skills with the ability to manage multiple prospects and follow-ups.
• Ability to handle objections professionally and remain persistent throughout the sales process.
• Detail-oriented with the ability to maintain accurate CRM records and prospect information.
• Previous experience in sales, business development, customer service, or transportation/logistics is required