Director, Business Development – 3PL

KGPCo is the go-to partner to Communications Service Providers. Our customers rely on our extensive range of network solutions and services to help them build, maintain, and transform networks that connect the world.

The communications industry is evolving every day and we are at the frontline of these innovations. From ground to cloud, the work we do is transforming networks and impacting communities nationwide. It’s work that happens because of our motivated teams of doers and problem solvers.

Our Core Values define how we do business:
• The Customer is Everything.
• Relationships Matter. All of Them.
• Question Things. Take Action.
• Work Hard. Work Smart. Enjoy the Experience.
• Growth Mindset.

It’s not just a job – it’s a step in your career!

The Director of Business Development is responsible for driving profitable revenue growth by identifying, developing, and closing new business opportunities across the 3PL portfolio, including warehousing & distribution, transportation, and value‑added logistics services. This role owns enterprise‑level sales strategy, pipeline development, and complex solution selling, while partnering closely with Operations, Solutions Engineering, Finance, and IT to deliver scalable, customer‑centric solutions.

The Director, Business Development plays a critical role in shaping go‑to‑market strategy, targeting high‑value verticals, and expanding long‑term customer relationships.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Own new logo acquisition and strategic account expansion targets across assigned verticals and geographies
• Develop and execute the business development strategy aligned to company growth objectives
• Build and manage a healthy, qualified sales pipeline to meet or exceed annual revenue and margin goals
• Participate in pricing strategy, lead commercial negotiations, and contract structuring for complex, multi‑site deals
• Lead end‑to‑end sales cycles, including discovery, solution design alignment, RFP/RFQ responses and presentations
• Partner with Solutions Engineering, Operations, and IT to develop differentiated, scalable logistics solutions
• Ensure commercial offerings balance customer requirements, operational feasibility, and profitability
• Act as primary sponsor on strategic pursuits and early‑stage customer engagements
• Identify and prioritize target industries (e.g. technology, healthcare, retail, industrial, e‑commerce)
• Develop executive‑level relationships with customer decision‑makers (Supply Chain, Operations, Finance, Procurement)
• Monitor market trends, competitive landscape, and customer needs to inform sales strategy
• Represent the company at industry events, conferences, and customer forums
• Collaborate with Operations to ensure smooth handoff from sales to implementation
• Work closely with Finance on deal modeling, margin analysis, and long‑term account profitability
• Partner with Marketing to refine value propositions, messaging, and lead generation strategies

SAFETY DUTIES & RESPONSIBILITIES

• Adhere to, promote, and accept responsibility for compliance to Federal and Local Occupational Safety and Health Regulations, Industry Consensus Standards, and KGPCo Injury and Illness Prevention Program Manual.
• Participate in job site safety and hazard analysis.

QUALIFICATION REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

EDUCATION and/or EXPERIENCE

• Bachelor’s degree in business, Supply Chain, Logistics, or related field
• 10+ years of experience in business development or enterprise sales within a 3PL or logistics environment
• Proven track record of closing complex, multi‑million‑dollar logistics deals
• Strong understanding of warehousing, value‑added logistics services and transportation
• Experience selling integrated solutions involving operations, technology, and process design
• Executive presence with the ability to influence C‑suite and senior supply chain leaders
• Experience selling technology‑enabled logistics solutions (WMS, TMS, automation, analytics)
• Vertical expertise in technology, healthcare, retail, or industrial sectors
• Experience working in matrixed, multi‑site 3PL organizations

LANGUAGE SKILLS

Ability to read, analyze and interpret common scientific and technical journals, financial reports and legal documents; ability to respond to common inquiries or complaints from customers, regulatory agencies or members of the business community; ability to write speeches and articles for publication that conform to prescribed style and format; ability to effectively present information to Executive Management, public groups and/or Boards of Directors.

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume; ability to apply concepts of basic algebra and geometry.

REASONING ABILITY

Ability to define problems, collect data, establish facts and draw valid conclusions; ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

While performing the duties of this position, the employee is regularly required to sit; use hands to finger, handle or feel objects, tools or controls, talk and hear.  The employee frequently is required to reach with hands and arms; is required to stand and walk.

The employee must frequently lift and/or move up to 50 pounds.  There are no specific vision requirements for this job.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

BENEFITS

• Medical, Dental, Vision and Supplemental insurance plans
• Flexible Spending Accounts
• 401(k) with Company match
• Generous vacation, holiday, and sick/safe time
• Pet insurance for our non-human family members 

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

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