Parcel Business Development Manager

Echo Global Logistics, Inc; Chicago (IL); 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 growth for EchoParcel by developing and closing opportunities through internal leads, referrals, and proactive prospecting. You will manage the full B2B sales cycle using shipping data and a consultative approach to optimize costs, service, visibility, and transportation performance.

Based in Chicago, you will build a strong pipeline, conduct discovery, analyze rates and service levels, and partner with

Qualifications

• 2+ years in customer-facing sales, business development, account management, or solutions role in parcel/small-package industry.
• Experience in parcel, small package, 3PL and shipping tech preferred.
• Proven ability to manage B2B sales from discovery through contract execution.

Responsibilities

• Build and manage a pipeline through internal leads, referrals, existing Echo relationships, and self-generated opportunities.
• Lead customer discovery to understand shipping profiles, carrier relationships, costs, service needs, and business objectives.
• Analyze parcel data, including rates, zones, weights and dimensions, minimum charges, accessorials, and service levels.
• Partner with Pricing, Carrier Relations, Operations, Product, and other teams to develop competitive customer solutions.
• Prepare and present parcel analyses, rate comparisons, proposals, and business cases.
• Manage opportunities from discovery and analysis through negotiation, contracting, and close.
• Build relationships with operational, transportation, finance, procurement, and executive stakeholders.
• Coordinate closed business with implementation, onboarding, and account-management teams.
• Maintain accurate Salesforce pipeline, activity, and forecast data.
• Share market and customer insights while staying current on carrier pricing, GRIs, surcharges, dimensional-weight rules, and service changes.
• Support EchoParcel’s growth goals for customer acquisition, revenue, gross profit, pipeline, and adoption.

Skills

Sales experience

Parcel industry knowledge

B2B sales

CRM / Salesforce

Negotiation skills

Tools

Salesforce

Job description

The Parcel Business Development Manager drives new business growth for EchoParcel by developing and closing parcel shipping opportunities through internal relationships, inbound leads, referrals, and proactive prospecting. You will manage the full B2B sales cycle, using customer shipping data and a consultative approach to develop solutions that improve parcel costs, service, visibility, and transportation performance.

Key Responsibilities

• Build and manage a pipeline through internal leads, referrals, existing Echo relationships, and self-generated opportunities.
• Lead customer discovery to understand shipping profiles, carrier relationships, costs, service needs, and business objectives.
• Analyze parcel data, including rates, zones, weights and dimensions, minimum charges, accessorials, and service levels.
• Partner with Pricing, Carrier Relations, Operations, Product, and other teams to develop competitive customer solutions.
• Prepare and present parcel analyses, rate comparisons, proposals, and business cases.
• Manage opportunities from discovery and analysis through negotiation, contracting, and close.
• Build relationships with operational, transportation, finance, procurement, and executive stakeholders.
• Coordinate closed business with implementation, onboarding, and account-management teams.
• Maintain accurate Salesforce pipeline, activity, and forecast data.
• Share market and customer insights while staying current on carrier pricing, General Rate Increases (GRIs), surcharges, dimensional-weight rules, and service changes.
• Support EchoParcel’s growth goals for customer acquisition, revenue, gross profit, pipeline, and adoption.

Qualifications

• 2+ years of experience in a customer-facing sales, business development, account management, or solutions role specifically within the parcel/small-package industry (required).
• Industry experience within parcel, small package, third-party logistics, transportation, and shipping technology strongly required.
• Experience developing new business through provided leads and self-generated prospecting.
• Proven ability to manage B2B sales from discovery through contract execution.
• Strong consultative selling skills and the ability to translate shipping data into business value.
• Familiarity with transportation pricing, parcel analytics, and rate comparisons.
• Strong presentation, negotiation, communication, and organizational skills.
• Ability to engage stakeholders at all levels and manage multiple opportunities across internal teams.
• Experience with Salesforce or a comparable CRM and pipeline forecasting.

Preferred Experience

• Selling parcel transportation, parcel technology, or transportation solutions.
• Familiarity with FedEx, UPS, USPS, regional carriers, and parcel pricing concepts, including zones, dimensional weight, accessorials, and rate increases.
• Relationships with parcel shippers, e-commerce companies, retailers, manufacturers, fulfillment providers, or 3PLs.
• Experience analyzing parcel invoices, carrier agreements, rate cards, or shipment data.
• Familiarity with parcel shipping, transportation management, rate-shopping, audit, or analytics platforms.

Travel: 25% required.

Echo Global Logistics is a leading provider of technology-enabled transportation management services. As a third-party logistics provider, we simplify transportation management for our clients and carriers, handling crucial tasks so they can focus on what they do best. From coast to coast, dock to dock, and across all major transportation modes, Echo connects businesses that need to ship their products with carriers who transport goods quickly, securely, and cost-effectively. #LI-MA1

Work environment/physical demands summary:

This job operates in an office environment and uses a computer, telephone and other office equipment as needed to perform duties. The noise level in the work environment is typical of that of an office with an open seating floor plan. The employee may encounter frequent interruptions throughout the work day. The employee is regularly required to sit, talk, or hear.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, status as a qualified individual with a disability, or Vietnam era or other protected veteran.

Benefits For more information about our benefit offerings, please visit our careers page at https://www.echo.com/company/careers.

Compensation $97,864.00-142,293.00 per year This role is eligible for a bonus that is based on a combination of personal and business performance.

Echo Global Logistics is a leading provider of technology-enabled transportation management services. As a third-party logistics provider, we at Echo Global Logistics, we’re in the business of simplifying transportation management. We didn’t become a Fortune 1000 company by chance. We got here because of our team members, who are unwavering in their pursuit to solve complex problems, provide exceptional service, and make an impact every day. Come join Echo and accelerate your career!

Your recruiter will keep you informed on what that will look like for the role you are being considered for. During the recruiting process, our recruiting team will continue connecting with qualified candidates in a virtual setting and will have the option of in-office interviews depending on location and the role. For those who are joining the Echo family, your onboarding experience will also be conducted virtually until further notice.