Business Development Specialist

Position Summary

The Business Development Specialist is responsible for generating new business and growing existing commercial accounts through direct, face-to-face business-to-business sales efforts. This is a highly visible outside sales role focused on developing relationships with fleet managers, transportation companies, logistics providers, trucking companies, leasing companies, and other commercial trailer owners.

The ideal candidate is a driven sales professional with a proven track record of prospecting, cold calling, territory development, and account growth. While experience in the transportation, trailer, trucking, fleet maintenance, or heavy-duty repair industry is preferred, our primary focus is finding a strong B2B sales professional who excels at building relationships and generating revenue.

This position serves as the primary customer contact for semi-trailer repair and maintenance services, while working closely with operations, service, and accounting teams to ensure exceptional customer service and profitable growth.

Primary Responsibilities

New Business Development

• Generate new business through cold calling, prospecting, networking, referrals, and territory management.
• Identify and pursue opportunities with trucking companies, fleets, transportation providers, logistics companies, manufacturers, distributors, and trailer leasing companies.
• Develop and execute strategic plans to expand market share within assigned territories.
• Schedule and conduct regular in-person customer visits.
• Build relationships with key decision-makers including owners, fleet managers, maintenance managers, operations managers, and purchasing personnel.
• Consistently maintain a healthy sales pipeline and meet activity goals.

Account Management & Customer Retention

• Develop and maintain long-term relationships with existing customers.
• Increase revenue within assigned accounts through consistent customer engagement and service recommendations.
• Understand customer trailer repair and maintenance needs and recommend appropriate solutions.
• Serve as a trusted business partner and primary point of contact.
• Ensure customer satisfaction and retention through proactive communication and follow-up.

Trailer Repair Sales & Estimating

• Conduct on-site inspections of semi-trailers when necessary.
• Prepare and present repair estimates and service recommendations.
• Obtain work authorizations and purchase orders before repairs begin.
• Clearly communicate customer requirements to operations and service personnel.
• Develop knowledge of semi-trailer components, repair processes, and maintenance requirements to effectively communicate with customers.

Cross-Functional Collaboration

• Work closely with shop management, technicians, parts personnel, and accounting staff.
• Coordinate customer expectations, repair schedules, and service updates.
• Partner with internal teams to maximize profitability and customer satisfaction.
• Support collection efforts and ensure compliance with company billing procedures when necessary.

Administrative Responsibilities

• Maintain accurate records within the company CRM system.
• Document customer visits, sales activities, opportunities, and account information.
• Provide regular pipeline, sales activity, and forecasting reports.
• Attend sales meetings, training programs, and company events.

Qualifications

Required

• 3+ years of successful Business-to-Business (B2B) Outside Sales experience.
• Proven success in prospecting, cold calling, and developing new accounts.
• Demonstrated ability to meet or exceed sales goals.
• Strong relationship-building and customer-facing skills.
• Excellent communication, negotiation, and presentation abilities.
• Self-motivated and able to work independently.

Preferred

• Experience selling services or products to commercial transportation, trucking, logistics, fleet, manufacturing, or industrial customers.
• Experience in trailer repair, trucking, transportation, fleet maintenance, heavy-duty equipment, truck parts, or related industries.
• Understanding of semi-trailer maintenance, repair services, and DOT compliance requirements