Director- Business Development (Strategic Accounts)

Summary

As the Director of the Deal Closure Team, you will be the strategic linchpin between high-level

sales acquisition and operational execution. Your primary mission is to ensure that large-scale

strategic accounts are not just "signed," but effectively onboarded, retained, and optimized for

long-term profitability. You will serve as the Full Truckload (FTL) Project Management Office

(PMO) for Central Sales, driving the end-to-end lifecycle of large and medium RFQs while

maintaining a laser focus on margin health and network density.

Key Responsibilities

1. Strategic Account Retention & Management

• Long-term Continuity: Ensure the retention of large strategic accounts for a minimum

of a few months through proactive relationship management.

• Escalation Lead: Act as the final point of contact for critical client escalations, ensuring

swift resolution to maintain trust.

• Financial Oversight: Oversee collections and day-to-day operational health to ensure

account sustainability.

2. Solution Design & Cross-Functional Synergy

• Field Intelligence: Travel alongside the Sales team to engage deeply with "Large

Account" stakeholders, unearthing nuanced requirements that standard RFQs might

miss.

• Internal Liaison: Translate complex client needs into actionable data for the Pricing &

Supply teams to ensure our bids are both competitive and executable.

• Lane Optimization: Analyze client requirements to identify and target strategic lanes

that align with the companys core strengths.

3. Deal Closure & RFQ Excellence

• End-to-End Ownership: Lead the closing process for large and medium RFQs, moving

deals from "intent" to "active" status.

• Rate Negotiation: Drive final-stage negotiations to secure higher Allocation of

Responsibility (AOR) while protecting healthy profit margins.

• Central Sales POC: Serve as the dedicated PMO for Central Sales across their specific

AOR, managing issues related to conversions, placements, and bid status.

4. Demand Driving & Network Density

• Margin-Led Growth: Prioritize and enable demand through the Central Sales team that

specifically targets high-margin lanes.

• Operational Density: Strategically drive volume into "lease lanes" to increase network
• density and improve overall cost-to-serve.