About the Company
Tucker Company Worldwide Inc. is a family-held third-generation corporation with a proud legacy of leadership celebrating its 60th 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 worlds 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 were prepared to manage it with the utmost care. Tucker Company serves on the board of the Transportation Intermediaries Association (TIA) chair the Highway Transportation Committee of the National Industrial Transportation League (NITL) and serves on committees in a variety of trade associations important to our customers to understand both our industry and our customers industries. We take great pride in moving high-touch high-security freight in industries where reputation and track record are paramount.

Location:Haddonfield NJ Remote considered for candidates nationwide
Hours:Full-time
Position:Vice President of Business Development
Department: Business Development

About the Role
As Vice President of Business Development you will lead the strategy people and processes that drive Tuckers growth. This is a high-impact role designed for a proven sales leader who thrives at the intersection of customer strategy data-driven decision-making and team development.

In this role you will own and deliver revenue growth while developing effective pricing strategies onboarding new customers and strengthen wallet share. You will lead coach and scale a high-performing business development team identifying securing and expanding high-value customer partnerships. You will also oversee lead generation tools and business development technology investments ensuring the team is equipped to perform at the highest level. As a visible leader you will represent Tucker at industry events and help position the company as a leader within its core niches.

This role is perfect for someone who brings deep sales leadership experience a strategic mindset and the ability to build and motivate a high-performing team while championing Tuckers values culture and customer-first approach.

Key Accountabilities & Responsibilities
Accountabilities:

• Deliversales revenues that meet or exceed the Companys annual goals. Cascade targetsto Business Development Representatives (BDRs) and Business Development Specialists (BDSs) ensuring all BD staff have adequate resources to meet goals.
• Achieve business revenue growth targets in both spread and load count goals as determined by Company any time Revenue Goals are set or updated by obtaining more business from existing customers and finding and onboarding new customers.
• Establish customer-specific pricing strategies that consider on-boarding retention increased wallet-share margin enhancement and overall goals for customer.
• Assess whether contracts are qualified to proceed to legal review under the Vice President of Quality & Security (VPQS); negotiate final contract details as needed.
• Ensure consistent execution of the customer onboarding and rapid-onboarding processes across all BDRs.
• To clearly articulate to CEO (or to ELT as directed) a plan that consistently achieves overall goal achievement and cascade goals down to each BD rep.
• Identify and secure new and repeat revenue opportunities; train BD staff and evaluate opportunities to stratify the team by industry specialization.
• Evaluate select and manage contracting and/or renewals for services or software related to lead generation and BD tools.
• Manage hire and train business development (BD) team to sell within Tuckers service niches and ensure they are fully trained and fluent in the language terms and methodologies in selling these niches
  • Evaluate current and future BD personnel needs ensuring we are resourced to achieve growth goals and work proactively with the People and Culture team to ensure needs are timely met.
  • Cross-train and teach industry-specific sales skills with a focus on obtaining business with repeat lanes. Ensure BD staff receives initial and ongoing training regarding pricing strategies processes and tools.
• Ensure prospects and bids are fully qualified before pursuit including:
  • The specific interest in Tucker
  • It meets Tuckers industry-specific solution development values
  • Communicate to Pricing what our stated goal(s) are with sufficient time and clarity.
  • Contract is pre-qualified before sent to legal (known volumes customer champion etc.)
• Owns all Customer relationships by establishing strategies to increase number of customer relationships number of customer contacts and stickiness within customer accounts through relationship building with multiple contacts within customers.
• Implement ADS strategy for first 90 days; and Implement ADS strategy after 180 days to achieve growth goals.
• Maximize operating margin performance in concert with customer requirements.
• Ensure seamless customer transitions from BDR to internal operations and BDS providing follow-up support as needed.

• Revise and present multi-year growth targets to ELT with business cases
• Ensure BDRs set meeting to on-board new customer and prepare to move awarded business according to company process.
• Collaborate with the Director of Operational Excellence (DOE) Capacity Customer Experience (CX)and or BD staff on new opportunities strategies and resources needed to win daily spot market opportunities to meet goals. Regarding special projects like permitted loads etc. Inform stakeholders of upcoming projects in ample time.
• Evaluate and monetize marketing and tradeshow investments; ensure each event generates sufficient spread within 69 months. Maintain a living ROI-focused events report in partnership with Marketing.
• Collaborate with marketing to supply BD-related information used in social media campaigns.
• Enforce competition control within customers building services that recognize customer relationships increasing existing business and wallet share retention.
• During quarterly projection and goal-setting meetings highlight to ELT any problematic margins for existing customers outlining a plan for the upcoming quarter. During the next quarterly projection meeting report progress. Continue reporting during projection any customer who has had or has a spread improvement plan. Report on inaccurate lane awards either positive or negative.
• Contracts SOPs and NDAs
  • Qualify customer NDAs or potential contracts before submission to VPQSand legal for review.
  • Lead BD staff prospects and legal to negotiate agreeable terms. Prepare CEO final review.
  • Introduce to CX and CS teams all necessary customer onboarding service requirements.
  • Inform DCRFSQ and VPQSof any CAPA opening for BD accounts and collaborate on response.
  • Collaborate with DCRFSQ on a strategy when freight needs exceed our carrier offerings.
• Improve productivity and scalability by monitoring BD workload identifying inefficiencies and reporting to the ELT.
• Lead BD-customer discussions re: rates service credit and collections insurance volumes not being met both good and unwelcome news with a goal toward each BD rep being fully capable of handling.
• Collaborate with VPOS VPQSand DOE to implement strategies with customers to meet/exceed customer satisfaction from service to reports to customer portal functionality etc.
• When special carrier needs and/or capacity is needed inform VPSV (at contract time) and DOE and carrier development team (for existing clients) Seek both customer IT needs and friction points and automation opportunities and work with VPOSE and DIT to create solutions.
• Provide VPQSand DCRFSQ with as much advance notice as possible for all actual or probable customer audits.
• Gather and supply IT needs from customers or staff and report to IT leadership.
• Ensure internal communication processes are carried out at a company level.
• Present feedback discuss prepare and organize necessary resources to execute continual improvement of business operations.
• Be a leader and champion of the Companys values goals and initiatives both publicly and in one-on-one closed-door settings ensuring that every staff member is aligned with and assimilated into Tuckers culture.
• Work to be considered a subject matter expert within the logistics industry; including seeking public speaking opportunities at tradeshows and industry events to promote Tucker and drive new business opportunity.
• Participate in employee engagement activities and promote the companys core values.

• Support social media campaigns and help with messaging when asked or when you see an opportunity.
• Collaborate with DOE when Companys performance does not meet customer expectations
• Integral role in the development of a carrier contract for a specific project opportunity or solution.
• Consult on nuanced claims or business decisions relating to claims.
• Informed by DOE of potential threats or opportunities within an account where necessary.
• Consulted on the messaging that will be sent to a customer about a freight security or a claim event.
• Gather customer feedback and development requests to enhance portal and site functionality.
• Consult with VPQSupon formal execution of a shipper contract when a business award is imminent.
• Regarding escalated credit and collection efforts meet with accounting to maximize company efforts while managing customer relationship