Parcel Business Development Manager

This is a fully remote position, open to applicants in Colorado, +6 more states.

📋 Description

• Propel the growth of new business for EchoParcel by identifying and securing parcel shipping opportunities.

• Develop and oversee a pipeline utilizing internal leads, referrals, existing Echo relationships, and self-generated prospects.

• Conduct customer discovery sessions to gain insights into shipping profiles, carrier relationships, costs, service needs, and business goals.

• Examine parcel data, including rates, zones, weights, dimensions, minimum charges, accessorials, and service levels.

• Collaborate with Pricing, Carrier Relations, Operations, Product, and other teams to create competitive solutions for customers.

• Prepare and deliver parcel analyses, rate comparisons, proposals, and business cases.

• Manage opportunities from initial discovery and analysis through negotiation, contracting, and closing.

• Cultivate relationships with operational, transportation, finance, procurement, and executive stakeholders.

• Coordinate closed business with implementation, onboarding, and account management teams.

• Ensure accurate Salesforce pipeline, activity, and forecast data are maintained.

• Provide market and customer insights while staying updated on carrier pricing, GRIs, surcharges, dimensional-weight rules, and service changes.

• Support EchoParcel's goals for customer acquisition, revenue growth, gross profit, pipeline development, and adoption.

• Operate in an office setting utilizing a computer, telephone, and other office tools.

⛳️ Requirements

• Minimum of 2 years in a customer-facing sales, business development, account management, or solutions role, specifically in the parcel/small-package industry (required).

• Strong industry experience in parcel, small package, third-party logistics, transportation, and shipping technology is essential.

• Proven track record in developing new business through provided leads and self-initiated prospecting.

• Demonstrated capability to manage B2B sales from discovery to contract execution.

• Exceptional consultative selling skills with the ability to convert shipping data into business value.

• Proficient in transportation pricing, parcel analytics, and rate comparisons.

• Strong skills in presentation, negotiation, communication, and organization.

• Ability to engage stakeholders across all levels and handle multiple opportunities with internal teams.

• Experience with Salesforce or a similar CRM along with pipeline forecasting.

• Preferred: background in selling parcel transportation, parcel technology, or transportation solutions.

• Preferred: knowledge of FedEx, UPS, USPS, regional carriers, and parcel pricing concepts such as zones, dimensional weight, accessorials, and rate increases.

• Preferred: established relationships with parcel shippers, e-commerce companies, retailers, manufacturers, fulfillment providers, or 3PLs.

• Preferred: experience in analyzing parcel invoices, carrier agreements, rate cards, or shipment data.

• Preferred: familiarity with parcel shipping, transportation management, rate shopping, auditing, or analytics platforms.

• Willingness to travel up to 25% is required.

🏝️ Benefits

• Bonus structure based on a combination of individual and business performance.

• Comprehensive benefits package; details can be found on the careers page.