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Elk Grove Village, Illinois, United States
Onsite
Business Development Director
We are seeking a highly driven Business Development Hunter to aggressively grow our LTL portfolio by acquiring net-new customer logos.
This role is focused exclusively on prospecting, qualifying, and closing new LTL business, with minimal account management responsibility.
The ideal candidate is a proven logistics sales professional who thrives in a fast-paced, quota-driven environment and has deep experience selling LTL (Standard and White Glove), B2B/B2C transportation solutions to shippers. Experience in selling FTL, final mile, dedicated, pool point transportation solutions is a considered a plus.
As a Business Development Director, you are a catalyst in this mission. Your work goes beyond selling — you will identify and win new-logo business, partner strategically with prospects, and build trusted relationships that lead to enduring value and transformational growth.
What You’ll Do
As a key member of the North America Business Development team, your focus will be to generate and close new business in the Maersk Ground Freight portfolio. You will identify ideal target customers using data, insight, and intuition — and you’ll position Maersk as the logistics partner that delivers clarity, reliability, and innovation. In this position you will be responsible for outreach, identifying and prospecting new logos for Maersk Ground Freight and generating sales as well as building a sales pipeline that allows consistent business growth for ground freight.
Sales Execution
Conduct discovery to understand shipper freight profiles, lane structures, service requirements, and pain points
Present and sell LTL solutions including standard LTL, expedited LTL, volume LTL, cross-border, and accessorial-heavy freight
Collaborate with pricing, operations, and carrier management teams to build competitive solutions
Negotiate pricing, contracts, and service agreements to close profitable business
Market & Relationship Development
Build relationships with transportation, supply chain, and procurement decision-makers
Maintain strong market awareness of LTL carriers, capacity trends, and competitive landscape
Represent the company at industry events, trade shows, and customer meetings
Performance & Reporting
Maintain accurate pipeline and activity reporting in CRM
Meet or exceed new logo revenue and margin targets
Track and report on prospecting activity, win rates, and sales cycle performance
Travel: 30–50%
Key Responsibilities:
Win New-Logo Business: You are laser-focused on acquiring new customers. You identify, engage, and convert high-potential prospects into long-term Maersk clients.
Prioritize with Insight: Use multiple data sources — market intelligence, CRM analytics, supply chain databases, and internal benchmarks — to segment and prioritize target accounts with the highest potential value and strategic fit.
Lead with Empathy and Purpose: Build relationships through genuine understanding, active listening, and customer-first engagement. You earn trust and influence by putting the customer’s goals at the center.
Collaborate to Win: Work closely with solution engineering, operations, product, pricing, and legal to craft compelling proposals that balance commercial goals with operational feasibility.
Own the Sales Cycle: Use structured sales methodologies (Maersk Value Selling, Challenger, Miller Heiman, SPIN, etc.) to manage the full sales lifecycle from first contact to contract signature.
Build a Better Pipeline: Keep a strong and healthy pipeline in SFDC - SalesForce.com, driven by both proactive outreach and strategic account targeting.
Execute with Discipline: Use Covey’s principle of “beginning with the end in mind” — set clear objectives, measure results, and constantly improve your approach.
What Makes You a Great Fit
You’re motivated to win every day and drive growth with onboarding new business and developing solutions that drive value for the customer and our organization. You are organized, disciplined and ferocious, driven by closing deals and hunting. You blend the humility and resolve of a Jim Collins "Level 5 Leader" with the curiosity, integrity, and empathy that Dale Carnegie and Stephen Covey championed. You ask the right questions, dig deep into problems, and deliver outcomes that make customers say: “Why weren’t we working with Maersk sooner?”
Experience & Capabilities:
Proven track record (7+ years) in new business acquisition, ideally in ground freight within the United States especially LTL (standard and white glove deliveries). Additional experience in final mile home delivery, FTL and dedicated solutions as well as domestic freight forwarding is a plus.
Demonstrated ability to win “new logo” customers through data-driven targeting, strategic outreach, and consultative selling.
Deep understanding of domestic transportation (LTL, FTL, Dedicated, Final mile, pool point solutions)
Strong analytical and commercial mindset — able to interpret data, spot opportunity, and translate insight into action.
Exceptional interpersonal and communication skills — you build trust, adapt quickly, and lead conversations with confidence and authenticity.
Entrepreneurial energy and accountability — you take ownership, act decisively, and deliver results without waiting to be told.
Expert in applied technology for prospecting and target identification.
Bachelor’s degree required; advanced degrees or certifications (e.g., CSCP, SCPro) are a plus.
Key Behaviors & Competencies
Hunter mentality with relentless drive for new business
Results-oriented and comfortable in a high-accountability sales culture
Strong financial acumen with focus on yield and margin
Ability to navigate complex organizations and multiple stakeholders
High level of autonomy, discipline, and time management
What You’ll Gain
A mission-driven role where your work enables global trade, economic progress, and sustainability.
A high-impact sales role in one of the world’s most respected logistics organizations.
Highly competitive compensation package with performance-driven incentives and ability to earn uncapped commission.
Growth opportunities, global exposure, and access to world-class tools, training, and development programs.
A strong, collaborative culture built on humbleness, courage, and a passion for customers.
Job Type:
Full Time
Compensation & Benefits
Competitive base salary $140,000.00-$180,000.00 + uncapped commission plan
New-logo accelerators and performance incentives
Car allowance or mileage reimbursement
Comprehensive benefits package (medical, dental, vision, 401k, PTO etc.)
The above stated pay range is the anticipated starting salary range for this position. The Company may adjust this range in light of prevailing market conditions and other factors such as location. The Company will work directly with the selected candidate(s) on the final starting salary in accordance with all applicable laws.
Notice to applicants applying to positions in the United States
You must be authorized to work for any employer in the U.S.
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