Parcel Business Development Manager

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

Benefits offered by this job

Bonus opportunity

Benefits package (career growth)

Job summary

Echo Global Logistics is seeking a Parcel Business Development Manager to drive new business growth for EchoParcel. The role manages the full B2B sales cycle, using shipper data to craft solutions that reduce parcel costs and improve service and visibility.

Candidates should have 2+ years in customer-facing sales within parcel/logistics, strong consultative selling, and experience forecasting pipelines. Travel about 25% is required.

Qualifications

• 2+ years of experience in a customer-facing sales, business development, account management, or solutions role in parcel/small-package.
• Experience selling to businesses and managing B2B sales from discovery through contracting.
• Strong ability to translate shipping data into business value and to present analyses and proposals.

Responsibilities

• Build and manage a pipeline from internal leads, referrals, and self-generated opportunities.
• Lead discovery to understand shipping profiles, costs, and business objectives.
• Analyze parcel data including rates, zones, weights, and service levels.
• Collaborate with Pricing, Carrier Relations, Operations, and Product to develop solutions.
• Prepare proposals and business cases; manage opportunities through close.
• Coordinate with implementation and account-management teams.
• Maintain accurate Salesforce pipeline, activity, and forecast data.
• Share market insights and stay current on carrier pricing and GRIs.

Skills

Consultative selling

Stakeholder management

Negotiation

Presentation skills

Communication

Forecasting

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 yearThis role is eligible for a bonus that is based on a combination of personal and business performance.