REPORTS TO Director of Sales

TERRITORY Edmonton and Red Deer, Alberta

POSITION PURPOSE

The Business Development Manager drives profitable freight revenue across the assigned territory by winning new customers, expanding existing accounts, securing rate increases, and protecting customer relationships through consistent field activity and disciplined follow-up.

Success requires converting customer needs into profitable, serviceable solutions. The Business Development Manager works with Pricing and Operations to develop sustainable rates, win the business, and confirm that awarded opportunities become active shipments.

KEY RESPONSIBILITIES

DEVELOP RECENT BUSINESS

- Build and maintain a territory plan that identifies target accounts, decision makers, shipping opportunities, and next actions.
- Prospect in person and maintain a consistent presence in the territory during the core selling period of 9:00 a.m. to 3:30 p.m. Schedule routine administrative work outside that period where practical.
- Complete six to eight purposeful in-person sales visits per field day, with adjustments for travel, scheduled customer meetings, and the work required to advance significant opportunities.
- Direct approximately 60% of selling effort toward new business and 40% toward existing account growth, retention, and rate management.
- Generate at least four qualified pricing requests per week from new accounts, existing-account growth, or additional lanes. Each request must identify the customer, decision maker, shipping requirements, expected volume, timing, and next action.

GROW AND PROTECT EXISTING ACCOUNTS

- Maintain a working plan for the territory’s top 50 customers and make meaningful contact with each at least every 30 days, using the method best suited to the account and opportunity.
- Use those conversations to confirm relationship health, identify service concerns or competitive threats, uncover additional lanes and volume, and agree on follow-up actions.
- Lead rate increase discussions early enough to secure decisions before existing rates expire. Escalate accounts at risk of volume loss or unprofitable pricing.
- Meet key customers in person when it advances the relationship or a specific opportunity. Business meals and entertainment must have a clear business purpose and follow company policy.

CONVERT OPPORTUNITIES INTO REVENUE

- Work with Pricing and Operations to develop accurate,



competitive proposals that reflect service capability and protect margin.
- Present the company’s value clearly, negotiate within approved authority, address objections, and ask for a decision.
- Follow each pricing request through award, implementation, first shipment, and ongoing volume. Record why opportunities are won or lost.
- Keep a current, realistic pipeline with expected decision dates, estimated revenue, probability of closing, and the next action.
- Maintain sales discipline by keeping complete, timely customer and opportunity records.
- Record customer visits, calls, opportunities, pricing requests, commitments, and follow-up actions in Sales Dashboard by the end of each working day.
- Use dashboard callbacks and reminders to complete top-account contact and prevent opportunities from stalling.
- Respond promptly to customer emails and voice messages, attend required sales meetings, and communicate material customer issues to the appropriate internal team.
- Provide accurate territory forecasts and report changes in customer activity, competitive pressure, service performance, and revenue risk.

PERFORMANCE EXPECTATIONS

- Performance is measured against the agreed territory plan using the following expectations:
- Field activity: Complete six to eight purposeful in-person visits per field day while directing approximately 60% of selling effort toward new business and 40% toward existing-account growth, retention, and rate management.
- Qualified opportunities: At least four qualified pricing requests per week, sustained over time.
- Conversion: Achieve a close rate of 40% or greater on pricing requests that reach a final customer decision. Review lost opportunities for price, service, fit, and sales execution.
- Revenue: Achieve the annual new-business revenue target established in the approved territory plan. New revenue must result from won opportunities and be verified through actual customer shipping activity.
- Territory growth:



Work toward 10% year-over-year revenue growth while demonstrating positive development in active customers and shipment activity, measured against the territory’s starting position and approved annual business plan.
- Account retention: Meaningful contact with top 50 customers at least every 30 days, with identified risks and opportunities acted on promptly.
- Execution: Maintain complete, timely Sales Dashboard records; follow up reliably; implement awarded business successfully; and address rate renewals before expiry.
- Field activity must produce profitable, retained revenue. Management evaluates both results and the quality of the sales process.

QUALIFICATIONS

- Demonstrated success in field-based business-to-business sales, including prospecting, in-person discovery, relationship development, negotiation, closing, and existing-account growth.
- Ability to build trusted relationships with business decision makers and translate customer conversations into account growth, retention, and clear follow-up actions.
- Demonstrated ability to plan a territory, organize priorities, follow up consistently, and maintain accurate CRM or sales-system records.
- Ability to interpret customer needs, shipment activity, pricing, and account performance to identify opportunities, risks, and appropriate next actions.
- Sound judgment when working with Pricing and Operations to balance service commitments, customer needs, and profitable rates.
- Ability to work independently, accept coaching, and collaborate across departments.
- Freight transportation or logistics sales experience is an asset.
- Valid driver’s license and ability to travel throughout the assigned territory.

WORKING CONDITIONS

- This field-based role requires regular travel throughout the Edmonton and Red Deer territory, customer-site visits, computer and phone work, and occasional work outside standard business hours to meet customer needs.

COMPENSATION AND BENEFITS

- Starting salary: $70,000 to $75,000 per year, based on experience, plus a bonus under the applicable written bonus plan.
- Company-paid benefits and pension, subject to plan terms.
- Company-provided laptop and cell phone.
- Business travel expenses in accordance with company policy.

Job Types: Permanent, Full-time

Pay: $70,000.00-$75,000.00 per year

Benefits:

- Dental care
- Extended health care
- Vision care

Work Location: In person

📌 Business Development Manager (Canada)
🏢 Mustang Freightways
📍 Canada