Senior Business Development Manager, Control Tower

About Flexport: 

At Flexport, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use Flexport technology to move more than $19B of merchandise across 112 countries a year. 

The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us.

The Opportunity

We’re hiring a Senior Business Development Manager, Control Tower to drive pipeline, award conversion, and revenue growth for Flexport’s Control Tower business across our Central region. This role will sit in Chicago, with the flexibility to travel to customers across the territory when it matters (up to 25% travel).

Flexport’s Control Tower gives customers one system to manage order management, booking management, buyer’s consolidation, and supply chain optimization. You’ll be the Control Tower subject matter expert (SME) embedded in the sales process – partnering with Account Executives and sales leadership to run customer conversations, shape the right solution, demo the technology, and price deals to win without giving away margin.

This is a consultative, value-based sell with a longer cycle than a typical transactional deal. You’ll need to get genuinely fluent in a prospect’s current supply chain, systems, and headcount so you can build a credible business case for why Control Tower is worth the switch – and defend that case on price.

You Will Be:

• Owning Central region growth – driving customer count, Control Tower volume, and profitability across your sales regions.
• Partnering with Account Executives – joining customer calls, coaching deal strategy, and serving as the Control Tower expert throughout the sales cycle.
• Solutioning around the customer’s supply chain – understanding their current workflows, systems, and staffing well enough to design the right order management, booking management, buyer’s consolidation, or supply chain optimization fit.
• Building the ROI case – using the customer’s current software costs, headcount, and process data to quantify savings and prove out the value of switching to Flexport.
• Pricing to win, and to protect margin – leading commercial strategy on Control Tower deals so the business we close is profitable for Flexport, not just fast to sign.
• Demoing the technology – showing AEs and prospects how Control Tower works and why it’s differentiated from point solutions and manual processes.
• Translating contracts to operational SOPs - assist with SOP generation and implementation for solutions you create and deals you close.
• Converting awards into attainment – staying engaged after the deal closes so awarded volume actually ships, protecting attainment against the original award.

You Should Have:

• 6+ years of quota-carrying sales or business development related experience, ideally in supply chain, logistics, or supply chain software. 
• Consultative selling experience – comfortable running a longer, value-based sales cycle rather than a transactional one.
• Working knowledge of supply chain operations – order management, booking and vendor management, buyer’s consolidation, and how shippers manage inbound freight today.
• ROI and business case fluency – able to turn a customer’s current-state costs and workflows into a quantified savings story.
• Strong presence with both AEs and customers – you’ll coach sales teams internally and pitch technology directly to prospects and executives.
• Location and travel – based in Chicago, IL preferred, with the flexibility to travel up to 25% to customers across the Midwest and South.
• Bachelor’s degree; MBA or equivalent operating experience welcome.

Why This Role:

Control Tower is one of Flexport’s fastest-growing product lines, and this role owns a region full of the manufacturers, retailers, and distributors that need a better way to manage bookings, consolidate orders, and run their supply chain. You’ll set the playbook for how Flexport wins Control Tower business across the Central regions – working side by side with AEs to turn pipeline into awards, and awards into customers who stick around and grow.

#LI-onsite

The range displayed on each job posting reflects the minimum and maximum target for new hire base salary for the position in the posting's respective region. Our salary ranges are determined by role, level, and location. Within the range displayed, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education and / or training. Base salary is just one part of our total rewards package at Flexport, which also includes bonus, equity, and comprehensive benefit offerings such as medical, dental, and flexible time off. The US base salary range for this position (this does not include bonus, equity and benefits):$147,840—$184,800 USD

Commitment to Equal Opportunity

At Flexport, our ability to fulfill our mission of making global commerce easy and accessible relies on having a diverse, dedicated and engaged workforce. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, age, physical and mental disability, health status, marital and family status, sexual orientation, gender identity and expression, military and veteran status, and any other characteristic protected by applicable law.

Global Data Privacy Notice for Job Candidates and Applicants

Depending on your location, the General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA) may regulate the way we manage the data of job applicants. By submitting your application, you are agreeing to our use and processing of your data as required. Please see our Privacy Notice available at www.flexport.com/privacy for additional information.