Parcel Business Development Manager

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

Job summary

Echo Global Logistics seeks a Parcel Business Development Manager to drive new parcel opportunities and close deals through internal leads, referrals, and proactive prospecting.

You will manage the full B2B sales cycle, using shipping data and a consultative approach to improve parcel costs, service, visibility, and transportation performance. Travel 25% required.

Qualifications

• 2+ years of experience in customer-facing sales or business development in parcel/LLC industry.
• Experience in parcel, small package, 3PL, transportation tech preferred.
• Proven ability to manage B2B sales from discovery to close.
• Strong consultative selling and ability to translate data into value.
• Familiarity with transportation pricing, parcel analytics, and rate comparisons.
• Excellent presentation, negotiation, communication, and organization.

Responsibilities

• Build and manage a pipeline through internal leads, referrals, and self-generated opportunities.
• Lead customer discovery to understand shipping profiles, costs, and business objectives.
• Analyze parcel data, rates, zones, weights, and service levels.
• Collaborate with Pricing, Carrier Relations, Operations, and Product to craft solutions.
• Prepare parcel analyses, rate comparisons, proposals, and business cases.
• Manage opportunities from discovery through contract and close.
• Build relationships with stakeholders across functions and levels.
• Coordinate handoff to implementation and account management teams.
• Maintain Salesforce pipeline, activity, and forecast data.
• Share market insights while tracking carrier pricing and GRIs.

Skills

Parcel industry experience

B2B sales

Consultative selling

Sales forecasting

Stakeholder management

CRM (Salesforce)

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.

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.