Job Description

The Business Development Representative - SMB builds their own portfolio of small to medium sized customers across North America, with the opportunity to solicit any region and/or vertical in North America. Our current customers range from different verticals, including but not limited to, food and beverage, consumer packaged goods, construction, and retail. The Business Development Representative - SMB prospects customers, actively sells ArcBest transportation services, and develops relationships with accounts. This position is the main point of contact for customer interactions, and works cross-functionally with the modal operations and carrier sales departments.

Responsibilities

• Maximize operational efficiencies for customer shipments by using the transportation management software
• Collaborate cross-functionally with carrier sales, yield management, and modal operations departments
• Research new leads by utilizing customer databases and customer relationship management software
• Uncover customer needs while successfully positioning all ArcBest services, including but not limited to, truckload, less-than-truckload, and managed transportation
• Prospect small to medium sized customers through cold calling and email communication
• Assist and oversee revenue collection process as needed
• Other duties and projects, as assigned
• Effectively support teammates' accounts when necessary
• Act as a consultant to customers to build and maintain customer relationships
• Proactively identify issues and resolve problems to uphold our commitment to service

Requirements

Education:

• Bachelor's Degree, preferred

Experience:

• Previous customer sales, operations, or service experience, preferred

Additional Requirements:

• Ability to multi-task with a high attention to detail
• Ability to negotiate and reach outcomes that gain the support and acceptance of all stakeholders
• Ability to thrive in a fast-paced environment and meet performance metrics
• Confident decision-making and problem-solving skills
• Entrepreneurial, sales-minded, and coachable individual with a strong work ethic
• Excellent time management skills to prioritize and maximize workload to meet deadlines
• Strong listening and communication skills, both written and verbal, with an ability to effectively connect and engage with customers

Competencies:

• Initiative
• Negotiating
• Perseverance and Follow-Through
• Relationship Management
• Problem Solving
• Selling
• Service Excellence

Other Details

Work Hours:

• Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.