Parcel B2B Growth & Strategy Manager

Echo Global Logistics; Nashville (TN); On-site; USD 98,000 - 142,000; Full time

Job summary

Echo Global Logistics is seeking a Parcel Business Development Manager to drive new parcel shipping opportunities. You will manage the full B2B sales cycle, analyze shipping data, and develop solutions that reduce costs and improve service.

You will collaborate with pricing, operations, and product teams, maintain Salesforce data, and build relationships with key stakeholders while pursuing growth targets. Travel required up to 25%.

Qualifications

• 2+ years in a customer-facing sales/BD/solutions role in parcel or small-package.
• Experience in parcel, logistics, or shipping tech sales.
• Proven ability to manage B2B sales from discovery to close.
• Strong consultative selling, data-to-value translation, and negotiations.
• Familiarity with parcel pricing concepts, zones, and GRIs.
• Excellent presentation and stakeholder engagement skills.

Responsibilities

• Build and manage a pipeline from internal and self-generated opportunities.
• Lead discovery to understand shipping profiles, costs, and objectives.
• Analyze parcel data: rates, zones, weights, dimensions, surcharges.
• Collaborate with Pricing, Carrier Relations, Operations, Product, and teams.
• Prepare and present analyses, rate comparisons, and business cases.
• Manage opportunities through negotiation, contracting, and close.
• Build relationships with operational, financial, procurement, and executive stakeholders.
• Coordinate with implementation and account-management teams.
• Maintain Salesforce pipeline, activity, and forecast data.
• Share market insights and stay current on carrier pricing and GRIs.

Skills

Parcel industry experience

B2B sales

Consultative selling

Sales forecasting

CRM: Salesforce

Negotiation

Stakeholder management

Rate analysis

Tools

Salesforce

Job description

Echo Global Logistics is seeking a Parcel Business Development Manager to drive new parcel shipping opportunities. You will manage the full B2B sales cycle, analyze shipping data, and develop solutions that reduce costs and improve service.

You will collaborate with pricing, operations, and product teams, maintain Salesforce data, and build relationships with key stakeholders while pursuing growth targets. Travel required up to 25%.