Business Development Manager - Delaware Container Terminal (DCT)

Job Description

Job Description

Position Summary

The Business Development Manager will play a key role in the commercial development and successful launch of the Company’s new container terminal in Wilmington, DE. This position will be responsible for identifying, developing, and securing new business opportunities, building relationships with ocean carriers, cargo owners and logistics partners, and supporting the development and execution of the terminal’s overall commercial strategy.

The Business Development Manager will work closely with senior leadership, operations, finance, and other internal teams to develop customer solutions, evaluate commercial opportunities, support contract negotiations, and build a strong pipeline of containerized cargo and related business for the terminal.

Key Responsibilities

• Create logistical advantages and develop intermodal solutions that maximize our customers’ international supply chain through the Delaware Container Terminal.

• Develop and execute business development strategies to attract new customers and cargo volumes to the container terminal.

• Identify and pursue opportunities with ocean carriers, beneficial cargo owners (BCOs), importers/exporters, NVOCCs, freight forwarders, 3PLs, and other logistics partners.

• Build and maintain strong relationships with existing and prospective customers, industry partners, port stakeholders, and other key members of the maritime and logistics community.

• Develop a robust pipeline of prospective customers and commercial opportunities in support of terminal launch and long-term growth objectives.

• Conduct market research and competitive analysis to identify cargo trends, trade lanes, customer needs, market opportunities, and competitive positioning.

• Develop customer-specific value propositions highlighting the terminal's operational capabilities, location, connectivity, service levels, and overall supply-chain advantages.

• Prepare and deliver customer presentations, proposals, responses to RFPs, and other commercial materials.

• Participate in customer meetings, industry conferences, trade events, and other business development activities.

• Support commercial negotiations, including pricing, service requirements, volume commitments, and contract terms.

• Develop business cases and financial analyses for prospective customers and new commercial opportunities in partnership with Finance and Operations.

• Coordinate with terminal operations and other internal stakeholders to ensure proposed customer solutions are operationally feasible and aligned with terminal capabilities.

• Provide customer and market input during terminal development and start-up to help ensure operational capabilities align with commercial requirements.

• Track business development activities, customer opportunities, pipeline status, anticipated cargo volumes, and commercial results.

• Develop forecasts and provide regular updates to senior leadership regarding pipeline activity, customer engagement, market conditions, and business development progress.

• Monitor competitive terminal activity, industry developments, carrier strategies, cargo flows, and broader trends affecting the container shipping and logistics markets.

• Support the development of strategic partnerships with railroads, trucking companies, warehouse and distribution operators, and other transportation and logistics providers.

• Assist with customer onboarding and transition from commercial development to terminal operations as new business is secured.

• Represent the Company professionally within the maritime, port, transportation, and logistics industries.

• Perform other duties and strategic commercial initiatives as assigned.

Qualifications

• Bachelor's degree in Business, Supply Chain, Logistics, Transportation, Maritime Studies, or a related field preferred.

• 5+ years of business development, sales, commercial, or related experience within the maritime, container terminal, ocean carrier, port, freight forwarding, logistics, or transportation industry.

• Knowledge of container shipping, terminal operations, international trade, and intermodal transportation strongly preferred.

• Established relationships within the ocean carrier, shipper, freight forwarding, or broader logistics community are highly desirable.

• Demonstrated ability to identify, develop, and convert new business opportunities.

• Strong commercial judgment with the ability to understand pricing, volume commitments, operating requirements, and customer economics.

• Strong analytical skills with the ability to evaluate market data, cargo opportunities, and business cases.

• Excellent communication, presentation, negotiation, and relationship-management skills.

• Ability to work cross-functionally with Operations, Finance, Legal, Engineering, and senior leadership.

• Self-directed and comfortable operating in an entrepreneurial, fast-paced environment associated with the development and launch of a new terminal.

• Strong organizational skills with the ability to manage multiple customer opportunities and priorities simultaneously.

• Proficiency with Microsoft Office and CRM/business development tools.

• Ability to travel as necessary for customer meetings, conferences, and industry events.