Service Sales BDM

Business Development Manager
ML Transportation
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Full-Time
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On-Site
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Central Pennsylvania
About ML Transportation
ML Transportation is a privately held, asset based full truckload (FTL) carrier operating a growing fleet of power units and dry van trailers on a 24/7 schedule. We are a wholly owned subsidiary of a 3PL that offers asset-based warehousing and distribution services across Central Pennsylvania.

Our culture is built on safety, professionalism, accountability, and a simple operating standard: We are hiring a Business Development Manager to expand our customer base and deepen relationships with shippers who need reliable, high-service FTL capacity in the Mid-Atlantic and Northeast. The Business Development Manager is responsible for growing ML Transportation’s freight volume by winning new FTL accounts and expanding existing customer relationships.

You will own a defined geographic and industry book, generate qualified pipeline, convert opportunities into contracted or consistent tendered freight, and stay close to operations so what you sell can actually be executed. Success is measured in new revenue, retained volume, lane quality, and customer longevity — not activity for its own sake. This is a full-time, in-person position based in Central Pennsylvania. Regular travel to customer sites in Central PA, New Jersey, and Western New York is expected.

Prospect, qualify, and close new full truckload shippers — manufacturers, CPG, food & beverage, industrial, and 3PL partners that fit ML’s equipment, service model, and capacity.

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Grow existing accounts by identifying additional facilities, lanes, modes of tender, and volume that ML can reliably and profitably cover.
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Maintain a disciplined CRM pipeline: activity, next steps, forecast, and close dates. Report weekly on pipeline health, wins, losses, and at-risk volume.
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Partner daily with dispatch, operations, safety, and leadership so sold freight is coverable, profitable, and delivered to the standard we promise.
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Conduct in-person customer visits, facility walkthroughs, and QBRs. Represent ML at industry events, shipper meetings, and local business networks.
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Develop a working knowledge of ML’s capacity, equipment (dry van FTL), hours-of-service realities, preferred lanes, backhaul opportunities, and seasonal constraints so you sell what we can execute.
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Identify lane imbalances and backhaul opportunities that improve empty-mile performance and utilization.
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Gather market intelligence on competitor rates, service failures, and shipper pain points; feed that intelligence back to leadership.
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You are an ambassador of the brand.
A documented, active pipeline of qualified FTL opportunities in the assigned territory.
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New customer wins that produce consistent, executable tendered volume — not one-off loads.
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Measurable growth in existing-account revenue and lane density.
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Clean handoffs to operations and a reputation internally as someone who sells freight we can run well.
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Accurate forecasting and a book of business that leadership can plan capacity around.
Proven business development or outside sales experience in full truckload transportation (carrier-side strongly preferred; Demonstrated ability to open doors with shippers, close new business, and grow an existing book.
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Working knowledge of FTL operations: dry van equipment, transit times, detention/layover, hours of service, tendering (EDI/API/email/TMS), and what makes a lane executable.
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Self-directed, organized, and comfortable working to a number with limited day-to-day supervision.
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Valid driver’s license and willingness to travel regularly within the territory.
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Experience selling for an asset-based carrier rather than a non-asset brokerage.
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Familiarity with CPG, food & beverage, industrial, or retail shippers common to I-80 / I-81 / I-76 / I-90 corridors.
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CRM discipline (Salesforce, HubSpot, or similar) and comfort with basic rate analysis.
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Bachelor’s degree or equivalent experience.
Compensation & Structure
Competitive base salary plus performance-based incentives tied to new and growth revenue. Vehicle allowance or company vehicle consideration, expense account for customer travel, and a benefits package consistent with a full-time leadership-track role. On-site in Central Pennsylvania with regular customer-facing travel. You will work closely with ownership and operations leadership regularly. References from shippers or operations partners are welcome.
\When it comes to transporting freight, ML Transportation’s portfolio of services has you covered. We take the complexity out of shipping via truck in Pennsylvania, Ohio, New York, New Jersey, Virginia, Maryland and Delaware.
Our Services\r\nWhen it comes to transporting freight, ML Transportation’s portfolio of services has you covered. Name your challenge and we’ll provide you with a customized transportation solution. We take the complexity out of shipping via truck in Pennsylvania, Ohio, New York, New Jersey, Virginia, Maryland and Delaware.